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Discovery on the Fly? Some Plane Thinking

The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a

What is Lead Churn?

Have you ever reached out to a vendor to learn about an offering – and been refused? Have you ever clicked the “Book a

The Content-Free Buzzword-Compliant Vocabulary List

“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

Rescue – From the Tyranny of Traditional Demos

Throw off the shackles of the old traditional approach. Embrace this new, delightfully effective approach to creating and delivering demos.

Presales Tools Summary – April 2022

Here is a listing of presales tools that we’ve explored, including a paragraph from the vendor and our comments for many of these offerings.

Stunningly Awful Demos – Buying It Back

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

Assessing Demonstration Skill Levels – How Does Your Team Rate?

Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you

Stunningly Awful Demos: Insufficient Customization

Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?

A Dinner Party as an Analogy for Discovery

You’ve invited a large number of friends and colleagues over for a dinner party – how do you prepare? The process the Party Planner

How to Rake Your Way into the Future of Presales

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

Presales Metrics – What to Measure and Why

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

People Buy From People They Trust

B2B buyers expect sales reps to understand their business, but the reality is that buyers perceive that less than 50% of reps actually do.

Hybrid Demo Meetings – The Challenges of Mixed Face-to-Face and Remote Audiences

What is the strategy for handling situations where you are face-to-face with one group of prospects and other participants are connecting remotely?

Automated Demo Content – Getting It Right

You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?

Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…)

Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on

Discovery and Demos for Transactional Sales Cycles – When More Must Be Less (And Less More)

Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo,

Expansion Questions – An Essential Discovery Skill

Expansion Questions are a series of interrelated questions designed to span five of the Discovery skills levels, from uncovering pain to reengineering vision. They