We explored seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
Recording: Seven VALIDATED Habits for Stunningly Successful Demos Read More »
When a team member brings a problem or issue to us, most of us immediately offer a solution based on our experience. However, an
New Front-line Manager Tip: Ask Before Answering! Read More »
Check out this 4.5-minute video that examines the importance and use of Critical Business Issues in sales and buyer enablement processes. Many thanks to
Critical Business Issues: A Brief Exploration of What, Why, When, and How Read More »
Technologies change over time but the problems remain the same…! Regardless of the technology, people and companies seek “better, cheaper, faster,” and “couldn’t be
Technologies Change but Problems Remain the Same Read More »
Don’t rely on BANT (“Budget, Authority, Needs, Timeline”) to determine whether a lead is qualified or not. Why? As the head of my business
Discovery Don’t: BANT! 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 »
In this recent webinar, we dove deep into the transformative methods from industry veterans, Brian Lewis from Homerun Presales and Brian Skrocki, CISSP from JupiterOne,
POV Success Unlocked – Webinar Recording Read More »
The Challenge of Retaining Complex Information Imagine stepping into a crowded conference room, prepared to showcase your latest software. You notice a mix of
Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post
Presales Warning: beware! Read More »
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