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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 ...
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections ...
Great Demo! Virtual Demos Best Practices
Want a Horror Story? I’ll give you a teaser: The punchline is, “Nope, I’m good…” I watch dozens of recorded virtual demos from my ...
Dos and Don’ts of an Excellent Software Demo
Sales demos are a powerful way to communicate the value of your product or service to clients, prospects, and customers. The key is to ...
How to Give Better Software Demonstrations
The software demonstration is the moment of truth. It’s when you show the customer what their life will be like with your product, and ...
The Significant Failure of Traditional Demos in Modern Selling
While this information does not signal the demise of the seller’s role, it does require that we use more advanced and effective mechanisms to influence ...
Top Twelve 2022 Great Demo! & Doing Discovery Posts
ere are the top twelve Great Demo! & Doing Discovery posts from 2022 chosen by you, discerning audience. Enjoy!
A Terrible Tabs Demo Death March
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 ...
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience
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 ...
A Demo Horror Story – Snatching Defeat from the Jaws of Victory
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
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 Demo” ...
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 Demo” ...
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 use ...
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 and ...
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 follows ...
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 commotion. ...
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 to ...
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. They ...
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?