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

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Pilots, Vendors, and Discovery

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

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The Role of Sales in Great Demos – Part 3

Today we finish our Goldilocks story with the second half of “just right!” Delivering demos should be perceived as a “team sport” when two

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The Role of Sales in Great Demos – Part 2

Yesterday’s post was the first half of a Goldilocks story: Too little, too much. Today we enjoy “just right!” Salespeople have a specific

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The Role of Sales in Great Demos – Part 1

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

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Qualification vs Discovery: What’s the Difference?

Qualification is done for the vendor’s benefit only; Discovery is done for the benefit of both parties. Qualification is about establishing boundaries; Discovery

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What Does Superior Discovery Deliver?

Vendors who perform superior discovery enjoy… With Prospects: Timely Decisions Precise Demos Better Product Fit Closing Doors to Competitors Positive Differentiation Accurate Proposals Expanded

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What Does Insufficient Discovery Yield?

Insufficient discovery causes: Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful Demos

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