In Great Demo!, I describe executing the Do It pathway as using the fewest number of steps (see page 157 in the recently released
Execute ALL Demo Pathways with the Fewest Number of Steps! Read More »
That’s good, right? Nope. They didn’t take action yesterday, or the day before, or the day before that, or before that… Every day that
“They Said They Need It Yesterday…” Read More »
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences
The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights Read More »
I joined Matt Madden for this 1-hour exploration of your first few steps into presales and opportunities to accelerate your journey. We discussed: The
Considering Presales? Interviewing? Newly Hired? Check Out This Path to Presales Podcast Read More »
Recordings are now available from the DEMOFEST sessions – many thanks to the fine folks at Consensus who facilitated the entire conference! Here are
DEMOFEST Recordings Read More »
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
Seven Validated Habits for Stunningly Successful Demos Read More »
As presales professionals, we’re the front line of any successful sales effort. We’re the ones who bridge the gap between the technical capabilities of
The Silent Killer of Sales: Presales Professionals’ Inability to Articulate Value Read More »
Hi All, I’m in the process of drafting a 3rd Edition of Great Demo! and am looking for folks who would be willing and
Great Demo! 3rd Edition – Pre-Call for Prerelease Feedback Read More »
Many sales and presales teams struggle to determine who should do what discovery with their prospects. Here’s a simple strategy: Use Great Demo! Situation
Presales / Sales Discovery Partnering Pragmatics Read More »
I joined Tony Moze for this 59-minute exploration of: The origin stories behind Great Demo! and “Do the Last Thing First” The value of
24 Demo Nuggets: The Tony Moze Podcast – The Psychology of a Great Demo! Read More »
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