What’s important about “methodology”? A great deal! A methodology is an integrated, coherent suite of skills that interconnect, leverage and support one another, enabling
Demo Skills Level 10 – Methodology! Read More »
What is “Demo Capital” and what does it enable? Demo Capital supports amplification of demo and discovery best practices! Level 10 is really an
Demo Skills Level 10 – Demo Assets! Read More »
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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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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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.
Presales and Sales Folks: Problem Solving Time! Read More »
PROVEN SUCCESS WITH GREAT DEMO! & DOING DISCOVERY A compelling and effective demo methodology can be the difference between winning and losing deals. Demos
Unleashing Exceptional Results with Great Demo! Read More »
When a team member brings a problem or issue to us, most of us immediately offer a solution based on our experience. However, an
New Front-line Manager Tip: Ask Before Answering! Read More »
Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post
Presales Warning: beware! Read More »
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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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 »
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