Great Demo!

In the past, I’ve recommended “establishing a baseline” as the starting point for tracking metrics. “Track a few quarters to establish a bas...

According to Gartner (and many others), No Decision outcomes (also known as “Do Nothing” or “Status Quo”) comprise forty-five percent of for...

“Another release? Oh, no!”   Development just released new capabilities that need to be reflected in your automated demo(s).   -       How o...

  As a prospect, imagine investing several hours in discovery discussions with a vendor, only to have the vendor ignore the information you ...

“If you automate garbage demos, you’re just sending out lots of garbage !“   This article is for vendors who use automated demos, but there ...

Disturbingly, hundreds of vendors still plod unproductively down this pathway. It appears to be driven by vendors’ urge to show and tell rat...

  Recently, I heard a presales colleague jokingly say to a prospect, “I get paid to point, click and talk…”   I just realized that a more im...

    I’ve watched and listened to hundreds of discovery calls and a very large percent suffer from this serious malady! It seems to be a re...

Many vendors know that visiting your prospects face-to-face facilitates superior discovery, particularly for industries like manufacturing, ...

This is bad enough when inflicted over the web; it’s even worse when done face-to-face! The real issue isn’t the questions themselves, but r...

  People often hunt for “nuggets” of wisdom. Sadly, people typically don’t uncover real nuggets, but find mere dust and flakes of golden kno...

    This is a valid concern! Too many one-way questions can feel like an interrogation or inquisition.     Hospital Analogy: Imagine being h...

    If you automate garbage demos, you’re just sending out lots of garbage!   Over the past several months I’ve reviewed dozens of automated...