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Discovery Effectiveness and Product “Fit”
Discovery is a simultaneous exploration of prospect “fit” on the part of the vendor and solution “fit” on the part of the prospect. Good
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Mostly For Managers
Achieving SEAMless Sales – Webinar Recording & Highlights
The art of presales and sales collaboration is not a perfect system. As it stands, there are still a lot of things that need
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Presales and Sales Folks: Problem Solving Time!
You’re the CEO of a startup and must fire either your sole sales or sole presales person. Both are equally competent at their jobs.
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Unleashing Exceptional Results with Great Demo!
PROVEN SUCCESS WITH GREAT DEMO! & DOING DISCOVERY A compelling and effective demo methodology can be the difference between winning and losing deals. Demos
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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
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Presales Warning: beware!
Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post
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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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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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Sales and Presales New Hire Interview Process Remarkable Change – A Test for Discovery Skills
We realized that our traditional interview process for sales and presales staff was seriously flawed: It had a very strong bias towards hiring people
Working Seamlessly as a Sales Team
One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they
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