Vision Generation Topics

Webinar Recording: Discovery on the Fly? Some Plane Thinking

The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…

Presenting Software – Taking a Page from Restaurant Waiters’ Playbook

Notice how waiters in mediocre restaurants serve dishes: they simply ask, “Who had the linguini?” and plonk! – a plate of pasta plops down in front of you and the waiter disappears. Now consider how waitstaff in elegant restaurants serve dishes. As they gently place the plate, they also turn it, carefully, to the position that best presents the food. Next, they describe what you are seeing…

Webinar: Create Deal Velocity with Vision Generation Demos!

An underutilized and remarkably effective technique, Vision Generation Demos have proven to be the crisp cure for stunningly awful Harbor Tours, cutting to the chase and saving tremendous time for both vendors and prospects. When should they be used? How are they delivered? How are they constructed?

What is Lead Churn?

Have you ever reached out to a vendor to learn about an offering – and been refused? Have you ever clicked the “Book a Demo” button on a vendor’s website – and never saw a demo? How did you feel?

Vision Generation Demo Challenge

If you had only 4 minutes with a prospect and had to choose only 3 screens to show from your software for a particular job title, what would they be?

The Significant Failure of Selling in Modern Demos

The Tell, Show, Tell approach has served the industry well for years and has helped many presales consultants improve their ability to tell stories and connect with buyers.   However, when we consider new research from the world’s leading sales methodologies, we find that some methodologies need elaboration to ensure they are adapting to today’s best practice sales methods.

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