“Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your other tools. Robust and scalable, your organization can enjoy the benefits of
The Content-Free Buzzword-Compliant Vocabulary List Read More »
Ignoring passive “just browsing” buyers may cause you to jeopardize tomorrow’s prospects…
Just browsing prospects don’t want discovery; Active buying prospects often want to be discovered…!
A Simple, Terrific Qualification Test Read More »
Great Demo!’s Peter Cohan joined Demodesk’s CEO Veronika Riederle for a two-part interview, exploring “How has the Discovery process changed with COVID?” and the new concept of Ignition Demos.
The New Normal of B2B SaaS Sales – Webinar Recordings Read More »
Consensus graciously provided me with access to the data in their “2021 Sales Engineering and Workload Report” – here are some interesting observations.
SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an assumption (by both buyers and vendors) that buyers know all about vendor offerings before any buyer-seller conversations take place.
This is incorrect!
The Myth of the Informed Buyer Read More »
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Getting It Right Read More »
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Webinar Recording Read More »
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles
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?”
A New “Touch” in the New Normal Read More »
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