Dealing with “Just Show Me A Demo” – Here Are 5 (Gentle but Firm) Methods to Move into a Discovery Conversation…

Dealing with “Just Show Me A Demo” – Here Are 5 (Gentle but Firm) Methods to Move into a Discovery Conversation…

Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive Discovery conversation.  But how do we convince prospects to make this change?  Here are five ideas: Prospect says, “Just show me a...
Let’s Talk About Value – Uncovering the Delta

Let’s Talk About Value – Uncovering the Delta

Let’s Talk About Value – Uncovering the Delta To paraphrase Mark Twain’s comment about the weather, everyone talks about value, but very few people actually do something about it. Clearly value is important:  Insufficient perception of value is one of the three main...
Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!

Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!

Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All! Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears to be apathetic.  Bad news! The...
;