What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t
Death by Corporate Overview (A Never Stop Learning! Article) Read More »
Here’s the premise: It is very helpful to know your prospect’s Critical Business Issues before the discovery call begins! Wait, what? Don’t you need
Pre-Discovery for Critical Business Issues? Read More »
Confirmed: The Doing Discovery and Great Demo! Third Edition books are available internationally on these Amazon sites: Country or Region URL Australia amazon.com.au Austria
Doing Discovery and Great Demo! Third Edition International Availability Read More »
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own
Automated Demo Content – Getting It Right Read More »
Imagine that you own and operate a nice restaurant. How would you feel if you took reservations from 100 folks for an evening of
A Painful “No Decision” Analogy… Read More »
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements
Precision vs Accuracy in Demos Read More »
In Great Demo!, I describe executing the Do It pathway as using the fewest number of steps (see page 157 in the recently released
Execute ALL Demo Pathways with the Fewest Number of Steps! Read More »
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
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
“Spend” vs “Invest” Read More »
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
“They Said They Need It Yesterday…” Read More »
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