I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our
Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!) Read More »
I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 1 of
Demo Jockeys Interview – Doing Discovery Read More »
It’s hard to believe this would ever happen and yet it does, far too frequently! Imagine sitting down in a restaurant and exploring the
Demo Don’t: Do Discovery and Ignore It in the Demo Read More »
“Listening to other companies’ customers is the best way to gain market share, while listening to the visionaries is the best way to create
An Occasional Daily Quote Read More »
The moment I see the word “delve” in a post, article, or eBook, I know it was written by ChatGPT. It is the very
How many times have you heard a vendor say in a demo, “It’s slow today because…”? Each time a vendor utters that phrase, they
Demo Don’t: “It’s Slow Today Because…” Read More »
The light spectrum offers an interesting analogy for exploring discovery information. Most vendor reps limit their discovery to capturing what they see in pure
Open Your Eyes! How Is the Light Spectrum Like Doing Discovery? Read More »
Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning?
Leveraging Attention-Retention Curves in Demos Read More »
For years, many presales leaders, managers, and staff have lamented their comparative lack of a substantial “voice” in discussions of sales opportunities, particularly in
Amplify Presales’ Voice! Read More »
“If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and
An Occasional Daily Quote Read More »
EN EN 
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