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 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 »
Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives
Demo and Discovery Do: Pause Before Answering Read More »
The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome,
The Power of Analogies and Metaphors in Demos and Discovery Read More »
Yes, really simple! Take a look at your Talk:Listen ratio: 45:55 – If you are here or better (less talking), congratulations! You are at
A Simple Test for Discovery Skills: How Do You Rate? Read More »
I was watching an Audi advertisement that showed a new Audi owner trying to decide which of four headlight display options to choose from…
Step-Change vs Optimization vs Refinement Read More »
I’m interested, no, I’m excited about the possibility of AI being trained to be curious. It’s (comparatively) easy to uncover general trends and typical
We realized that our traditional interview process for sales and presales staff was seriously flawed: It had a very strong bias towards hiring people
Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry
Stunningly Awful Demos – Two Words to Avoid Read More »
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our
Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!) Read More »
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