EN 
ES 
“Competitive Deals are Won Early, Not Late”
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are
“Competitive Deals are Won Early, Not Late” Read More »
Doing Discovery
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome Read More »
The Three “Whys” and Discovery
In Chip and Dan Heath’s fabulous book Made to Stick, they describe using the “Three Whys” to uncover the emotional core of an idea.
The Three “Whys” and Discovery Read More »
Embrace Vuja De!
Did you ever have that strange feeling that none of this has ever happened before? Embrace that feeling!
What’s Your Discovery-to-Demo Ratio?
Do you track your Discovery-to-Demo Ratio? You should!
What’s Your Discovery-to-Demo Ratio? Read More »
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations?
I urge sales and presales folks to uncover tangible measurements of value in their discovery calls with prospects. But what if you can’t get specific numbers from them, for whatever reason?
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations? Read More »
2 Enlightening (and Frightening) Sales Stats
The Brevet Group compiled some delightful observations in their “21 Mind-Blowing Sales Stats” post. Numbers 14 and 15 are particularly interesting…
2 Enlightening (and Frightening) Sales Stats Read More »
What’s “Better”?
I suspect that today’s buyers for complex solutions care less about “whose product is better” and more about “who would you prefer to do business with?” What are you doing to become the preferred vendor?
Webinar Recording: Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
Webinar Recording: Discovery on the Fly? Some Plane Thinking Read More »
Prospects Say “No” But Vendors Don’t Listen…
Fundamentally, people don’t like to say “no” to other people. They are often uncomfortable expressing their true feelings. We see this play out in sales cycles over and over, costing both vendors and prospects an enormous amount of wasted time and energy. Here’s an example…
Prospects Say “No” But Vendors Don’t Listen… Read More »