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Discovery Don’t: BANT!
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
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Great Demo! Resources
Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements
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POV Success Unlocked – Webinar Recording
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,
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Harnessing the Magic of Seven in Your Software Demos: Maximizing Engagement and Retention
The Challenge of Retaining Complex Information Imagine stepping into a crowded conference room, prepared to showcase your latest software. You notice a mix of
Presales Warning: beware!
Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post
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Time Machines!
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You
Demo or Discovery Questions? The Answer May Already Be Here!
Do you have a question about demo or discovery practices, methods, or skills? Looking for a tip to improve? The answers may already be
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Captivate Instantly on Every Click: Enhancing Automated Demos with the Great Demo! Methodology
This article is for Great Demo! fans only. How to make interactive, automated demos easy to follow. In the digital age, where every answer
Is “If it ain’t broke don’t fix It” Wrong?
Yes! Consider: “If you always do what you’ve always done, you’ll always get what you’ve always got.” – Henry Ford “If you have always
Is “If it ain’t broke don’t fix It” Wrong? Read More »
“Must read for any PreSales professional”
“I wish I had read this book when I first started in PreSales. It is full of valuable frameworks for success, including situation slide
“Must read for any PreSales professional” Read More »