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New Front-line Manager Tip: Ask Before Answering!
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 »
Growth & Development
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
Demo or Discovery Questions? The Answer May Already Be Here! Read More »
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 »
Personal Learning: How Deep Do You Want to Go?
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than
Personal Learning: How Deep Do You Want to Go? Read More »
How Many Skills Are Needed to Present a Single Screen in a Software Demo?
Take a guess, first…! Now consider: Which screen(s) to choose and why? When to present (e.g., beginning, middle, end)? How to introduce the context?
How Many Skills Are Needed to Present a Single Screen in a Software Demo? Read More »
Demo Do: Post-Demo Reviews
How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example: What went well? What could have been
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Best Approaches for the Presales-Customer Success Continuum
Best Approaches for the Presales-Customer Success Continuum A Never Stop Learning! Article “After working as presales prior to the sale, then assisting with
Best Approaches for the Presales-Customer Success Continuum Read More »
Buying Process vs Rebuying Process?
Buying processes, as typically defined by most vendors, run from initial contact to the close. Perhaps we should rethink this and consider a richer
Buying Process vs Rebuying Process? Read More »