Could Your Demos Be Better?

Consider this a checklist and identify where you could do better…

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Lead Limbo? – Burning Presales Podcast

ow do you qualify good prospects and deal with people ‘just browsing’?

Lead Limbo? – Burning Presales Podcast Read More »

Burning Presales Podcast – Discovering Discovery

What exactly is good discovery and why is understanding it so important?

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Listening to Your Customers – What Do You Hear?

Sales and presales, in particular, are key conduits of customer needs to product teams. I’m curious: how granular, or perhaps how complete, is that communication?

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A Tale of Three Leaders – What’s YOUR Diagnosis?

Once upon a time (about a week ago), a CRO, a sales leader and a presales leader reached out to me. They said their sales and presales processes were “sometimes adequate”, but there were problems they wanted to address – they felt their teams could be much more productive…

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Doing Discovery Tip: Relationship Building

One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground – something that is a combination of being relatively unique yet shared.

Doing Discovery Tip: Relationship Building Read More »

Webinar Recording: Anatomy of a Discovery Conversation

In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain key elements, skills, and principles. This won’t be your standard webinar!

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“Bits About Books” Interview

This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.

“Bits About Books” Interview Read More »