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Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in …
Vision Generation Topics
“Selling” Discovery
“Just show me the demo,” the prospect begs. “I need you to show them a killer demo,” the Sales Rep demands. As an SE, …
What’s the Connection Between Monday Morning and Vision Generation Demos?
Think about what you did first thing on Monday morning. (I mean, after you consumed the comics or the sport scores or other news…!) …
What’s the Connection Between Monday Morning and Vision Generation Demos? Read More »
Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The …
Automated Demo Content – Getting It Right
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own …
The Significant Failure of Traditional Demos in Modern Selling
While this information does not signal the demise of the seller’s role, it does require that we use more advanced and effective mechanisms to influence and impact buyers’ decisions, especially when providing a demonstration. Fortunately, demonstration skills improvement courses have existed for years yet many train traditional practices originated in the early 2000s. As an example, you may have heard of one demo approach simply illustrated as Tell, Show, Tell (T-S-T). The traditional 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. When we consider new research from the world’s leading sales methodologies we find that the old school practices are simple yet have failed to keep pace with innovation and best practices.
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?
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience
As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos.
Imagine that you and four colleagues are a bit hungry and decide to have a bite…