“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
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
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
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
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 are a series of interrelated questions designed to span five of the Discovery skills levels, from uncovering pain to reengineering vision. They
Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters – and Its Impact on Presales, Sales and Customer Success
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
The Advantages of Being the Incumbent Vendor – And Its Impact on Managing Competition, Renewals and Expansion Sales
Let’s explore some of the advantages enjoyed by being the incumbent vendor and how you can leverage this position for renewals and expansion sales,
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it