“Let Me Close My Door” – A Discovery Story of Trust and Credibility

What percent of your team thinks they do a good job with Discovery, but you know they don’t?”

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Demo Data – Another Angle

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…

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The Ignition Demo: A Conversation with Peter Cohan – Podcast

I joined Randy Frank of Navattic to explore the “Ignition Demo”, the spark needed to engage early stage prospects in the buying journey.

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“Customer Fill-in” – A Terrific Demo Tip

Here’s a truly terrific tip: Invite your prospect to be the end-customer and fill-in the form by proxy, through you.

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How Do You Determine the Technical Win?

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?

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What is the significance of 33334?

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?

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Should There Be Both Sales AND Presales Motions?

Sadly, there is no definition for Presales Motions… Perhaps there should be! Here’s a draft, based on the HubSpot wording above:

“A Presales Motion is the combination of the actionable steps and general presales philosophy an organization employs to secure the technical close or win for a product or service to prospects and customers.”

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Demo Data: The Importance of Problems, Gaps, and Exceptions

I was working with a vendor on an example demo and we identified a dashboard to serve as an Illustration (a “Wow!” screen for that use case) – but while the dashboard had all the right data elements, the data itself was uncompelling. There were no problems, gaps, or exceptions exhibited. Everything looked “OK”.

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Uniqueness – A Terrific Discovery Question for Highly Transactional Sales

In transactional sales processes, where orders are relatively small and cycle time is rapid, doing Discovery can be challenging – but is still critical!

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Discovery Questioning Skills – Doctors vs. Lawyers

When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change the prospect’s thinking.

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