EN 
ES 
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3
How does this 55-minute “discovery” call compare with yours?
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3 Read More »
Great Demo! Resources
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2
Here’s the short list of why so many discovery calls fail to accomplish their actual objectives…
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2 Read More »
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1
What’s the tangible difference between a conversation and an inquisition? Give and take. It’s the give portion that’s missing from so many discovery conversations!
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1 Read More »
Doing Discovery – Now Over 1000 Copies
Well over 1000 copies of Doing Discovery have been purchased in the past couple of months, including over 100 Audiobooks, and we’re hearing positive feedback from those who have begun to put the ideas into practice…
Doing Discovery – Now Over 1000 Copies Read More »
A Terrible Tabs Demo Death March
I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 (eleven!) tabs were explored, one after another after another after another after…
A Terrible Tabs Demo Death March Read More »
Product Names in Demos?
As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions…
Product Names in Demos? Read More »
Presenting Software – Taking a Page from Restaurant Waiters’ Playbook
Notice how waiters in mediocre restaurants serve dishes: they simply ask, “Who had the linguini?” and plonk! – a plate of pasta plops down in front of you and the waiter disappears. Now consider how waitstaff in elegant restaurants serve dishes. As they gently place the plate, they also turn it, carefully, to the position that best presents the food. Next, they describe what you are seeing…
Presenting Software – Taking a Page from Restaurant Waiters’ Playbook Read More »
Presales – Please Complete Consensus’ Survey (You’ll Be Glad You Did)
Participating in this survey is a terrific investment in yourself and your team…
Presales – Please Complete Consensus’ Survey (You’ll Be Glad You Did) Read More »
What You Are Looking at Here Is…
Nearly all people presenting demos show screens of their software. Very few bring those screens alive!
What You Are Looking at Here Is… Read More »
SKO Topic That SWINGS the Needle?
Looking for something that not only “moves the needle” but swings it into a whole new category? It is time to uplevel the team’s discovery skills!
SKO Topic That SWINGS the Needle? Read More »