The fine folks at Saleo are running an important survey of sales and presales demo practices: Please provide your input! Here’s their description: “We’re
Are You in Software Presales or Sales? We Need Your Insights! Read More »
Test yourself! Do you know: What are Expansion Questions? What are Ranging Probes? What are Biased Questions? What is quid pro quo in discovery?
Hey Presales and Sales! Which of These Don’t You Know But Should? Read More »
“It’s a floor wax and a dessert topping…!” – Saturday Night Live, January 10, 1976 “Let’s see,” I wondered, “What are the various tools
Situation Slides: A Swiss Army Knife for Sales and Presales Read More »
Delivering a winning demo? It’s a lot like dating. You’re trying to spark interest, build rapport, and ultimately inspire commitment. But as in dating,
Demo Dynamics: 10 Sales Lessons from the World of Dating Read More »
Which of these do you (or your team) suffer from? You don’t customize the data to match your prospect’s industry/vertical Your data time-series, action
Could Your Demos Be Better? (Part 2!) Read More »
Which of these do you (or your team) suffer from? You didn’t do any discovery You did qualification, but not discovery You have no
Could Your Demos Be Better? Read More »
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story of Transformation
Demos for Executives – A Never Stop Learning Article 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 »
Great weekend listening: We unpacked a lot in this 47-minute conversation! Minutes:Seconds 00:30 Welcome and background 02:15 How and why Fahad founded PuppyDog.io –
Demos, Discovery, and AI: Fireside Chat Recording Read More »
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story Another Real-life Story
Doing Discovery with Your Prospects’ Executives Read More »
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