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” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…

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” button on a vendor’s website – and never saw a demo? How did you feel?

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 – and we don’t want to pay for capabilities that we won’t use, so either remove those capabilities or cut the price…” 

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 and questions asked provide a surprisingly good example for doing discovery in a software sales process. 

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. 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.

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