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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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Growth & Development
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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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.”
Should There Be Both Sales AND Presales Motions? Read More »
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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What If Your Demo Meeting Ends Early? Give That Time Back…!
A number of Great Demo! practitioners note that many of their demos no longer consume the time previously allocated for their demos – they ask, “What should we do with the remaining time?”
What If Your Demo Meeting Ends Early? Give That Time Back…! Read More »
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts?
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts? Read More »
Doing Discovery – The Importance of “Why” Questions
Prospect asks, “Can your software do xxx?”
Vendor replies, “Yes, absolutely.”
I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…! What’s missing? Asking, “Why?”
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SKOs and “Swipes” – Making Remembering Memorable!
Want a terrific way to ensure that your SKO participants remember the key take-aways?
SKOs and “Swipes” – Making Remembering Memorable! Read More »
Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters – and Its Impact on Presales, Sales and Customer Success
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos?
Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting to collect data on the following scenarios:
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos? Read More »