{"id":46227,"date":"2026-05-07T16:02:29","date_gmt":"2026-05-07T16:02:29","guid":{"rendered":"https:\/\/greatdemo.com\/?p=46227"},"modified":"2026-05-07T16:02:29","modified_gmt":"2026-05-07T16:02:29","slug":"diagnose-and-ignore-another-sales-prevention-team-true-story","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/diagnose-and-ignore-another-sales-prevention-team-true-story\/","title":{"rendered":"Diagnose and Ignore? Another Sales Prevention Team True Story!"},"content":{"rendered":"

“You can ignore reality, but you can’t ignore the consequences of ignoring reality.”<\/p>\n

\u2013 Ayn Rand<\/p>\n

 <\/p>\n

The prospect had invested in several horas<\/em> of discovery with the vendor, but the vendor\u2019s demo didn\u2019t reflect cualquier<\/em> of what had been learned\u2026<\/p>\n

I was preparing to coach this vendor\u2019s sales and presales teams and had been reviewing a number of discovery conversations and associated demos. In this particular case, I felt the discovery calls (there were two) were quite good. They had uncovered and confirmed several important use cases.<\/p>\n

Unfortunately, it appeared that either this information wasn\u2019t communicated to the demo presenter, or the presenter chose to ignora<\/em> discovery and present their standard demo.<\/p>\n

Fascinatingly, about forty minutes into the demo meeting the prospect lead player said, \u201cSo, we spent hours with your team outlining our needs and situation. You appear to be ignoring<\/em> everything we said!\u201d<\/p>\n

He paused, looked annoyed, and observed, \u201cYou\u2019re showing use cases that are irrelevant and referencing scenarios that we don\u2019t need. You\u2019re like a doctor who did a terrific job diagnosing a specific illness, but your prescription is for diseases that we don\u2019t have!\u201d<\/p>\n

He then terminated the demo meeting, ending the sales process for that vendor.<\/p>\n

 <\/p>\n

Moral: Map your demos to your discovery information!<\/p>\n

 <\/p>\n

Resources:<\/p>\n

Diapositivas de situaci\u00f3n: Una navaja suiza para ventas y preventas<\/p>\n

https:\/\/greatdemo.com\/situation-slides-sales-and-presales-swiss-army-knife\/<\/a><\/p>\n

Descubrimiento<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

And see the stories in \u201cSuspender la incredulidad\"<\/em> for more engaging lessons learned!<\/em><\/p>\n

https:\/\/tinyurl.com\/yc7rsrmy<\/a><\/p>\n

 <\/p>","protected":false},"excerpt":{"rendered":"

“You can ignore reality, but you can’t ignore the consequences of ignoring reality.” \u2013 Ayn Rand   The prospect had invested in several hours<\/p>","protected":false},"author":2,"featured_media":46228,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[16],"tags":[7],"class_list":["post-46227","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-humor","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46227","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=46227"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46227\/revisions"}],"predecessor-version":[{"id":46229,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46227\/revisions\/46229"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/46228"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=46227"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=46227"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=46227"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}