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Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements
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Great Demo! Resources
Execute ALL Demo Pathways with the Fewest Number of Steps!
In Great Demo!, I describe executing the Do It pathway as using the fewest number of steps (see page 157 in the recently released
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Lit Fest Recording: Reduce Your No Decision Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
“Spend” vs “Invest”
I’ve noted that many of the most successful, seasoned sales and presales folks use the term “invest” when discussing price and value with prospects
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“They Said They Need It Yesterday…”
That’s good, right? Nope. They didn’t take action yesterday, or the day before, or the day before that, or before that… Every day that
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The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences
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How Much of Your Time Is Wasted in No Decision Outcomes?
Sadly, if you are in B2B sales or presales, an average of 45% of your time is wasted in sales opportunities that go… nowhere!
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Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time Read More »
Do No Decision outcomes increase during economic downturns?
Do No Decision outcomes increase during economic downturns? What do you think? What is the impact?
Do No Decision outcomes increase during economic downturns? Read More »
Presales: A Multi-Dimensional Cultural Ecotone
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Ecotones, such as coastal and mountainous regions, are
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