Twas the night ‘fore the demo and all through the house
Not a creature was stirring, ‘cept my SE and their mouse;
I’d proposed a big licensing deal with great care
In hopes a big order soon would be there…
I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 (eleven!) tabs were explored, one after another after another after another after…
As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos.
Imagine that you and four colleagues are a bit hungry and decide to have a bite…
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
Have you ever reached out to a vendor to learn about an offering – and been refused? Have you ever clicked the “Book a Demo” button on a vendor’s website – and never saw a demo? How did you feel?
“Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your other tools. Robust and scalable, your organization can enjoy the benefits of …
The Tell, Show, Tell approach has served the industry well for years and has helped many presales consultants improve their ability to tell stories and connect with buyers. However, when we consider new research from the world’s leading sales methodologies, we find that some methodologies need elaboration to ensure they are adapting to today’s best practice sales methods.
Have you ever been in a situation where your prospect said, “In your demo, you showed us a bunch of stuff that we’ll never use – and we don’t want to pay for capabilities that we won’t use, so either remove those capabilities or cut the price…”
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
You’ve invited a large number of friends and colleagues over for a dinner party – how do you prepare? The process the Party Planner follows and questions asked provide a surprisingly good example for doing discovery in a software sales process.
Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it may feel like somewhat of a recognizable phenomenon. The comfort of a steady normal has been fading in this field since the millennium and it looks like the latest turn of events will determine a different ball game yet again.
Presales has entered a renaissance, enjoying increased visibility, emerging tools and communities, and cataloging of know-how and best practices. This is the perfect time to rethink your vision for your organization (or your personal vision), set goals, assign objectives and explore KPIs to guide you and your team towards achieving your vision.
B2B buyers expect sales reps to understand their business, but the reality is that buyers perceive that less than 50% of reps actually do. They expect the sales rep to provide a solution, but the fact is that buyers feel that 63% focus on their products. Additionally, while 86% of all buyers expect a trusted adviser relationship with sales reps, they perceive a transactional focus instead.
What is the strategy for handling situations where you are face-to-face with one group of prospects and other participants are connecting remotely?
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and execute a soft close in a 45- or 60-minute call?
Expansion Questions are a series of interrelated questions designed to span five of the Discovery skills levels, from uncovering pain to reengineering vision. They are a simple, yet essential skill to master in doing Discovery – enabling vendors to extend, deepen, and quantify your prospect’s main pain and related impacted areas.