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Thousands of Websites Offer “Book a Demo” – Should Another Option Be “Book a Conversation”?
Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live demo?
Doing Discovery
Dealing with “Just Show Me A Demo” – Here Are 5 (Gentle but Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive Discovery conversation. But how do we convince prospects to make this change?
Trade-Show Demonstrations – Using the “Menu Approach”
I both love and hate doing demonstrations at trade shows. They are wonderful because of the opportunity to interact with so many customers. They are terrible when you consider how many of those customer interactions, and demos, are unqualified and unproductive.
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Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
Stunningly Awful Demos – Insufficient Discovery
Imagine walking into a doctor’s office and, before you can open your mouth, the doctor immediately writes prescriptions for a broad range of drugs… The doctor then says, “Let me know if any of these drugs seem to help address any problems you have.”
Stunningly Awful Demos – Insufficient Discovery Read More »
Four Opportunities to Harvest: The Value of Informal Success Stories
What might be the single most important asset for your sales and marketing toolkit?
Four Opportunities to Harvest: The Value of Informal Success Stories Read More »