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The Menu Approach – An Example!
More on a Truly Terrific Demo Self-Rescue Technique You’ve been asked to present a demo to a prospect team of dozen people, about which
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The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where: You find yourself in front of an audience about which you know nothing of their needs
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Pivoting in Demos: Humans vs AI?
The ability to react and pivot in demos is often a key success factor. Can humans pivot more effectively than AI-automated demos? Can AI-automated
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Do You Suffer from Platypus Demos?
The platypus has often been described as being “designed by a committee.” Many demos suffer similar challenges as they try to embrace the needs
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Assessing Discovery Skill Levels: Level 5!
This element of discovery results in deal expansion: Level 5 is all about Vision Reengineering. Prospects don’t know what they don’t know…! Frequently, prospects
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Assessing Discovery Skill Levels: Level 4!
What do most vendors miss when doing discovery? Uncovering value! And without capturing and communicating tangible value, you really can’t call it discovery.
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Assessing Discovery Skill Levels: Levels 2 and 3
Let’s go a bit deeper to… Level 2 When doing discovery, if you or your colleagues simply uncover “Pain” and go no further, then
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Assessing Discovery Skill Levels: How Do You Rate?
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Are you? Here’s a simple method to assess yourself
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Evaluar los niveles de destreza de los descubridores: ¿cómo se clasifica su equipo?
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Here’s a simple method to assess yourself or
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What Is a Discovery Methodology? Why Is It Important?
A handful of questions is not sufficient! Effective discovery requires knowing when and how these questions and associated skills should be applied. Should a
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