Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
Seven Validated Habits for Stunningly Successful Demos Read More »
You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording. “Help me understand how to handle customer
Most prospects have a skeptical, “prove it to me” mindset when they join a demo meeting, which means that vendors are starting their demos
Demos and Prospects’ Mindset: Skeptical! Read More »
As presales professionals, we’re the front line of any successful sales effort. We’re the ones who bridge the gap between the technical capabilities of
The Silent Killer of Sales: Presales Professionals’ Inability to Articulate Value Read More »
What makes a good story great? The story itself can have all the elements of a good story (see Chip and Dan Heath’s Make
Storytelling Umami Read More »
Hi All, I’m in the process of drafting a 3rd Edition of Great Demo! and am looking for folks who would be willing and
Great Demo! 3rd Edition – Pre-Call for Prerelease Feedback Read More »
Seeing who watched which Consensus segments (or other automated demo tools), for how long, and (in particular!) whether people watched the same segment multiple
Using Consensus/Automated Demos to Accelerate Discovery and Leapfrog Process Steps Read More »
Many sales and presales teams struggle to determine who should do what discovery with their prospects. Here’s a simple strategy: Use Great Demo! Situation
Presales / Sales Discovery Partnering Pragmatics Read More »
I’m contemplating drafting a 3rd Edition of Great Demo! and would love to include success stories from existing practitioners. I’ve also been thinking about
Great Demo! 3rd Edition? Read More »
I’ll be presenting “Overcoming Sales Objections – Why Many Sales Objections Shouldn’t Need to Be Overcome” at this face-to-face presales conference: “Help me understand
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