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Great Demo! “Book Club” Mini-Workshops
“You cannot have a conversation with a book…!”
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Growth & Development
Expansion and Renewal Demos
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
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Why Your Discovery Calls Are Hurting Your Sales
“I hate to break it to you, but your discovery calls might actually be hurting your sales…”
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Lunch and Learn Demos
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
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Presales Collective Webinar Recording – The Competitive Play: Why, When, and How
As presales professionals we deal with competition daily. Join presales veterans Peter Cohan, Nidhi Shah, and Marjorie Abdelkrime as they shared stories and provided insights on how you can better manage (and outflank) your competition:
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Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use
Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success Read More »
Demo “Storylines”: The Journey, The Destination, or Both
Many software vendors talk about “The Journey” or “The Customer’s Journey” as a storyline for their demos. We need to ask ourselves, however, what is important to the customer?
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The Zoom Scan – What It Is, Why It Is Important, and How to Do It
We now need to translate our Face-to-Face Scan to web meetings…! So, here are some simple guidelines for developing your personal Zoom Scan (or WebEx Scan etc.):
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Handy Zoom Tool in PowerPoint
PowerPoint has a very useful but rarely used zoom/magnify tool in Slideshow mode (in PowerPoint 365 for Windows only, sorry Macintosh folks…). It works as follows:
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More Presales Tools!
Here are two more tools to explore. Success is a dream-come-true for managing POC’s; Jiminny is another call-recording analysis/coaching tool with a focus on the practitioner first.
More Presales Tools! Read More »