Warning! Gruesome content ahead! Here’s the rough but strangely consistent timeline for far-too-many overview demos: 00:00: Fumbling with Zoom/Teams/Google Meet 00:04: Introductions, but one-sided
The Gruesome Anatomy of a One-Hour Overview Demo Leer Más "
“What’s he doing?” – Whispered my colleague in my ear I was a third party joining a demo presented by a partner vendor
Overview Demo? A True Story Leer Más "
What a great idea… A colleague shared his intriguing strategy for consuming Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons
A Story a Day – A Rewarding Strategy! Leer Más "
(Compare this one with the poor discovery call posted previously.) But before you read further, examine the Gong recording – the call was ~55
THIS Is a Good Discovery Call! Leer Más "
You decide…! But before you read further, examine the Gong recording – the call was ~45 minutes long. What do you detect? First, the
Is THIS a Good Discovery Call? Leer Más "
Where are YOU with the seven levels of discovery skills? Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level
DISCOVERY Skills Assessment Time! Leer Más "
In your business conversations, instead of really listening, how often do you find yourself: Thinking about what you want to say next? Considering how
Undivided attention? Leer Más "
“Execute all pathways with the fewest number of clicks.” – Cohan’s Law of Simplicity “Choose pathways that CAN be executed with the fewest
Demo Hack: Nuevo vs Guardar como Leer Más "
“Cured me!” I commented to my colleague, after a visit to a prospect. He had wondered why I didn’t do a corporate overview
Una dolorosa lección sobre diapositivas de logotipos Leer Más "
Muchos vendedores ofrecen la frase "Gracias por su tiempo..." al iniciar o finalizar una reunión con un cliente potencial, y a menudo añaden "Sé que su
Una alternativa para agradecerle su tiempo Leer Más "
EN EN 
ES
