Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and execute a soft close in a 45- or 60-minute call?
Yes!
I was recently asked the following question in an interview:
“While business travel appears to be opening up, it looks like working from home is going to stay with us for the foreseeable future. How should executives gear up to the changing times?”
A New “Touch” in the New Normal Read More »
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
Seven Skills Levels for Stunningly Successful Discovery – Webinar Recording Read More »
Expansion Questions are a series of interrelated questions designed to span five of the Discovery skills levels, from uncovering pain to reengineering vision. They are a simple, yet essential skill to master in doing Discovery – enabling vendors to extend, deepen, and quantify your prospect’s main pain and related impacted areas.
Expansion Questions – An Essential Discovery Skill Read More »
What percent of your team thinks they do a good job with Discovery, but you know they don’t?”
“Let Me Close My Door” – A Discovery Story of Trust and Credibility Read More »
I’ve blogged about the need for demo data to reflect real-life problems and situations, including the ability to find and surface problems, identify opportunities, and explore exceptions. I can add one more to the list: the ability to identify certain gaps – when things that should be happening aren’t happening…
Demo Data – Another Angle Read More »
I joined Randy Frank of Navattic to explore the “Ignition Demo”, the spark needed to engage early stage prospects in the buying journey.
The Ignition Demo: A Conversation with Peter Cohan – Podcast Read More »
Here’s a truly terrific tip: Invite your prospect to be the end-customer and fill-in the form by proxy, through you.
“Customer Fill-in” – A Terrific Demo Tip Read More »
The goal for many presales teams is to secure the Technical Win or Technical Close. I’m curious, what criteria or measurement do you use to determine whether the Technical Win has taken place?
How Do You Determine the Technical Win? Read More »
That’s how many copies of Great Demo! have been purchased (not including those that have been resold or passed around). This means that at least 33,334 people have been exposed to the Great Demo! methodology – but how many folks have actually changed their habits as a result of reading a book?
What is the significance of 33334? Read More »
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