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Intriguing Insights into RFPs and Scripted Demos
“There are two winners in every deal: the person who wins the deal and the first person out of it.” – Patrick McLoughlin What’s
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AI Is Changing PROSPECT Expectations!
AI isn’t just impacting vendors; it’s also driving changes on the buyers’ side of the equation. For example, prospects today expect that vendors will
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What is Situational Fluency?
“Situational fluency is the ability to accurately read and adapt to a specific situation, including understanding and responding to the needs and preferences of those
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What Did You Learn…?
What did you learn yesterday? What are you learning today? What will you learn tomorrow? Want some tasty bitesize learning morsels? Sample our Blog
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Type Two Fun and Storytelling
Of course, everyone knows the three types of fun: Type One Fun: It was fun while it was happening, and it is fun to
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Whose Value Numbers Are Most Believable?
Whose value numbers are most believable? The vendor’s numbers? Hardly! Industry numbers? Believable, but generally not sufficiently specific. Other similar customers? Much better… Your
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Using Storytelling in New and Unexpected Ways!
Storytelling is used today in many customer-facing interactions including introductory calls, discovery, demos, and in some tactical portions of those conversations, such as handling
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Cuadro abreviado de traducciones culturales
Cuando se le muestra una nueva función de software... Un estadounidense dirá: "¡Vaya, es impresionante!". Un alemán dirá: "Ja, bueno, es adecuado". Y
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"¿Le guiamos por nuestra demo?"
¿Por qué la gente siempre me ofrece una demostración de su software? Francamente, ¡preferiría correr! "Caminar" implica un proceso largo y detallado,
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¿Demostración o demolición?
Sólo hay unas pocas letras de diferencia entre una demostración y una demolición. Los enfoques tradicionales demuelen las demostraciones Dejando lo mejor para el final Mostrando cómo
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