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Signed Copies for Your Kickoff?
Sure! As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! or
Signed Copies for Your Kickoff? Read More »
Growth & Development
Expanding Your Thinking?
Do you only read posts that you agree with, or do you challenge yourself with posts that test and expand your thinking? It’s tough
Expanding Your Thinking? Read More »
Presales Metrics – What to Measure and Why?
Your workdays may be full of activity, but the metrics you choose can determine if your activities are effective, productive, and meaningful! What’s in
Presales Metrics – What to Measure and Why? Read More »
What’s the Fastest Way to Infuriate a Prospect Executive?
Be LATE for a meeting that YOU scheduled with them! Remember: Being early is on time; Being on time is late; And being late
What’s the Fastest Way to Infuriate a Prospect Executive? Read More »
Flip the Script on Your Internal Demo Training?
“It’s easier to learn than unlearn…!” Imagine you’ve just hired a new group of presales folks, or you are running an internal presales academy…
Flip the Script on Your Internal Demo Training? Read More »
The Athlete’s Guide to Winning Demos: Timing, Energy, and Performance
Let me ask you a question: Ever notice how some athletes can perform at their absolute best, game after game, while others burn out
The Athlete’s Guide to Winning Demos: Timing, Energy, and Performance Read More »
Signed Copies for Your Kickoff?
Sure! As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! or
Signed Copies for Your Kickoff? Read More »
What’s the Difference Between Empathy and Sympathy?
Nearly everyone today talks about the importance of empathy: Showing empathy in sales calls, being empathic in discovery conversations, and even “leveraging empathy to
What’s the Difference Between Empathy and Sympathy? Read More »
Rev Shots #38 – “What is the one topic you’re hearing that is not about AI?”
I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session: “Join us as we talk with Peter Cohan, author of The Great
Rev Shots #38 – “What is the one topic you’re hearing that is not about AI?” Read More »
Consistency of Passion: A Unique Attribute?
I’ve encountered numerous presales folks who say they are deeply passionate about what they do. That’s both terrific and desirable. However, I’ve also heard
Consistency of Passion: A Unique Attribute? Read More »