I urge sales and presales folks to uncover tangible measurements of value in their discovery calls with prospects. But what if you can’t get specific numbers from them, for whatever reason?
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations? Read More »
The Brevet Group compiled some delightful observations in their “21 Mind-Blowing Sales Stats” post. Numbers 14 and 15 are particularly interesting…
2 Enlightening (and Frightening) Sales Stats Read More »
I suspect that today’s buyers for complex solutions care less about “whose product is better” and more about “who would you prefer to do business with?” What are you doing to become the preferred vendor?
ere are the top twelve Great Demo! & Doing Discovery posts from 2022 chosen by you, discerning audience. Enjoy!
Top Twelve 2022 Great Demo! & Doing Discovery Posts Read More »
Do you suffer from Zippy Mouse Syndrome? Here are the symptoms…
Demo Tip: Curing Zippy Mouse Syndrome Read More »
Nearly all sales and presales folks want to improve their storytelling skills in demos and discovery conversations. Here’s one simple approach: present a hero’s journey story in 60 seconds…
Storytelling in Demos: The Hero’s Journey in 60 Seconds…! Read More »
Natasja Bax, Great Demo! EMEA Partner, joined Navattic for Episode 6 of the 2022 SE Trends Series. They discussed:
2022 SE Trends Series Interview Read More »
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
Webinar Recording: Discovery on the Fly? Some Plane Thinking Read More »
Fundamentally, people don’t like to say “no” to other people. They are often uncomfortable expressing their true feelings. We see this play out in sales cycles over and over, costing both vendors and prospects an enormous amount of wasted time and energy. Here’s an example…
Prospects Say “No” But Vendors Don’t Listen… Read More »
One of the best ways to be perceived as authentic and natural is to be genuinely curious when doing discovery…
Doing Discovery: Be Curious! Read More »
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