The Man Who Does Not Read Good Books…
“The man who does not read good books has no advantage over the man who cannot read them.” — Mark Twain
The Man Who Does Not Read Good Books… Leer Más "
“The man who does not read good books has no advantage over the man who cannot read them.” — Mark Twain
The Man Who Does Not Read Good Books… Leer Más "
Pilots are directed to consume “all available” weather information prior to making a go/no go (flying) decision. Vendors should have the same requirement prior
Pilots, Vendors, and Discovery Leer Más "
Today we finish our Goldilocks story with the second half of “just right!” Delivering demos should be perceived as a “team sport” when two
The Role of Sales in Great Demos – Part 3 Leer Más "
Yesterday’s post was the first half of a Goldilocks story: Too little, too much. Today we enjoy “just right!” Salespeople have a specific
The Role of Sales in Great Demos – Part 2 Leer Más "
Regarding the role of sales in demos, here’s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little
The Role of Sales in Great Demos – Part 1 Leer Más "
Qualification is done for the vendor’s benefit only; Discovery is done for the benefit of both parties. Qualification is about establishing boundaries; Discovery
Qualification vs Discovery: What’s the Difference? Leer Más "
Vendors who perform superior discovery enjoy… With Prospects: Timely Decisions Precise Demos Better Product Fit Closing Doors to Competitors Positive Differentiation Accurate Proposals Expanded
What Does Superior Discovery Deliver? Leer Más "
Insufficient discovery causes: Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful Demos
What Does Insufficient Discovery Yield? Leer Más "
Vendors constantly struggle to answer this question – so let’s address it! How much discovery is enough? Is it… When you have a qualified
¿Cuánto descubrimiento es suficiente? Leer Más "
Why? Musicians understand dynamics (louds and softs). They know when and how to drop their voice to a whisper or deliver a forceful phrase.
Software Demos by Musicians: Musicians Have an Advantage! Leer Más "