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Automated Demo Content – Getting It Right
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
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Great Demo! Resources
Automated Demo Content – Webinar Recording
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
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Two PreSales in a Pod – Podcast
From the Podsters:
“Episode 29 – Vision Generation Demos featuring Peter Cohan, available to stream now!
Two PreSales in a Pod – Podcast Read More »
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles DEMOFEST Presentation
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles
Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…)
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
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Is “Super” the new “Awesome”?
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
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Discovery and Demos for Transactional Sales Cycles – When More Must Be Less (And Less More)
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!
A New “Touch” in the New Normal
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?”
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Seven Skills Levels for Stunningly Successful Discovery – Webinar Recording
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 – An Essential Discovery Skill
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.
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