Con demasiada frecuencia, los clientes potenciales exigen: "¡Enséñame una demo...!", cuando sabemos que lo correcto es invertir, mutuamente, en una conversación de descubrimiento. Pero
Cómo lidiar con el "¿Sólo enséñame una demo?" Siete métodos para pasar al descubrimiento Leer Más "
Your prospect admits, “It’s a manual process.” You reply, “Does it typically go smoothly? What happens when someone is on vacation?” “It’s a mess!
Preguntas de ampliación: una habilidad esencial para el descubrimiento Leer Más "
You can learn the hard way or… “I’ve been a longtime fan of Peter Cohan, and Suspending Disbelief did not disappoint. He’s one of
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Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative
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A Painful and Expensive True Story “We’re gonna need a big discount…” declared the prospect. “What? Why?” reacted the salesperson, clearly surprised. “In the
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Picture this: A pelican crashes into the ocean
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Whether you are in your first month, first year, or first decade, if you are pursuing best practices or establishing new ones you are
Presales Rising Star? Leer Más "
“What they don’t see won’t hurt you!” There’s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can
Buying It Back: Some Good News! Leer Más "
You are in a restaurant and ask for a glass of wine. Your waiter brings the glass and a full bottle of wine to
Are You Buying It Back? An Analogy! Leer Más "
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