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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
Mostly For Managers
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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Thinking About Your SKO?
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are
Thinking About Your SKO? Read More »
Unlocking the Revenue Potential: How Training Can Double Your Revenue Per Employee
In today’s competitive market, investing in employee development pays off exponentially. Don’t underestimate the power of training; it equips employees with the skills and
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Maximizing ROI from a Great Demo! Workshop: Post-Workshop Implementation Strategies
Do you want to know how you can supercharge the success of your Great Demo! and Doing Discovery workshop? You and your team have
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What’s Your Discovery-to-Demo Ratio?
Do you track your Discovery-to-Demo Ratio? You should!
What’s Your Discovery-to-Demo Ratio? Read More »
SKO Topic That SWINGS the Needle?
Looking for something that not only “moves the needle” but swings it into a whole new category? It is time to uplevel the team’s discovery skills!
SKO Topic That SWINGS the Needle? Read More »
Possible Presales Job Titles of the Future (and Some Current)
Here are a handful of presales job titles and functions that we might expect to see in the future…
Possible Presales Job Titles of the Future (and Some Current) Read More »
Assessing Demonstration Skill Levels – How Does Your Team Rate?
Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you and your team stand, based on twelve levels of increasing proficiency – the Twelve Levels of Demonstration Skills.
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“Burning Presales” Podcast
The fine folks at Consensus have started a “Burning Presales Podcast” series – Great Demo!’s Peter Cohan was honored with the first two installments…
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