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Discovery Empathy: “You Are Not Alone…”
One of the simplest ways to show empathy in a discovery conversation is to offer observations such as, “You are not alone…” in response
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Great Demo! Resources
Exceptionally Useful Doing Discovery Book Review
This is an extremely helpful review by Art Fromm of Doing Discovery, offering excellent guidance on how best to consume the book! “As a
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How AI is Revolutionizing Sales and Presales: Opportunities and Challenges
Prospecting, research, qualification, discovery, and other pre- or post-demo activities take a significant amount of time and are challenging to perform well. However, these
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30 Doing Discovery Insights: The Tony Moze Podcast – How to Do Discovery in Sales & Presales
I joined Tony Moze for this 65-minute exploration of: Why I wrote Doing Discovery “It’s not what I know, it’s what they tell me…!”
Seven Validated Habits for Stunningly Successful Demos
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
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Webinar Recording: Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
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
Demos and Prospects’ Mindset: Skeptical!
Most prospects have a skeptical, “prove it to me” mindset when they join a demo meeting, which means that vendors are starting their demos
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The Silent Killer of Sales: Presales Professionals’ Inability to Articulate Value
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
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Storytelling Umami
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
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