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Assessing Discovery Skill Levels – How Do You Rate?
Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job ...
‘Twas the Night Before the Big Demo
‘Twas the Night Before the Big Demo A 2023 Updated Visit from the DiscoAndDemoGuru! (with apologies to Clement Clarke Moore) ‘Twas the night ...
We Are Programmed to Forget – And How That Impacts Our Demos
What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention ...
Assessing Demonstration Skill Levels – How Do You Rate?
Assessing Demonstration Skill Levels – How Do You Rate? (A Never Stop Learning! Article) What’s in this article for you? Assess yourself and your ...
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning! ...
Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in ...
Avoiding No Decision Outcomes
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly ...
Working Seamlessly as a Sales Team
One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they ...
“Selling” Discovery
“Just show me the demo,” the prospect begs. “I need you to show them a killer demo,” the Sales Rep demands. As an SE, ...
A Prospect’s Tale
A Prospect’s Tale A Hopefully Humorous Account of Woe and Triumph (A Never Stop Learning! Article) What’s in this article for you? Part ...
The Surprising Impact of Your Background on Sales
I worked as an extra on several films and television shows where we were referred to affectionately as “background.” The purpose of background is ...
What’s the Value of Better Demos? (A Never Stop Learning! Article)
What’s the Value of Better Demos? A Never Stop Learning! Article What’s in this article for you? 🗸 Your own estimates…! 🗸 The value ...
Mastering Trust: 7 Proven Strategies for Building Lasting Customer Relationships
In sales, gaining trust stands out as a crucial factor. To achieve this, you need to personally connect with prospects and establish rapport. Your ...
The Advantages of the Incumbent Vendor
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their ...
Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The ...
Death by Corporate Overview (A Never Stop Learning! Article)
What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t ...
Automated Demo Content – Getting It Right
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own ...
Too Complicated – A Demo Horror Story
Note – this story is a sample from the freshly released Third Edition of Great Demo! Too Complicated – A Demo Horror Story ...
Unlocking the Revenue Potential: How Training Can Double Your Revenue Per Employee
In today’s competitive market, investing in employee development pays off exponentially. Don’t underestimate the power of training; it equips employees with the skills and ...
Let’s Talk About Value – Uncovering the Delta
To paraphrase Mark Twain’s comment about the weather, everyone talks about value, but very few people actually do something about it. Clearly value is ...
Maximizing ROI from a Great Demo! Workshop: Post-Workshop Implementation Strategies
Do you want to know how you can supercharge the success of your Great Demo! and Doing Discovery workshop? You and your team have ...
Uncovering Critical Business Issues – What, Why, and How
What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business vs wasting your time with ...
How AI is Revolutionizing Sales and Presales: Opportunities and Challenges
Prospecting, research, qualification, discovery, and other pre- or post-demo activities take a significant amount of time and are challenging to perform well. However, these ...
Seven Validated Habits for Stunningly Successful Demos
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while ...
The Silent Killer of Sales: Presales Professionals’ Inability to Articulate Value
As presales professionals, we’re the front line of any successful sales effort. We’re the ones who bridge the gap between the technical capabilities of ...