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

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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

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Demo and Discovery Do: Pause Before Answering

Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives

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The Power of Analogies and Metaphors in Demos and Discovery

The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome,

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A Simple Test for Discovery Skills: How Do You Rate?

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

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Step-Change vs Optimization vs Refinement

I was watching an Audi advertisement that showed a new Audi owner trying to decide which of four headlight display options to choose from…

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Curious AI?

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

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