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More Simple Demo Guidance!
The more options you present, the more confusion you produce!
More Simple Demo Guidance! Read More »
Simple Demo Guidance
Never Take Your Prospect on a Trip You Wouldn’t Take Yourself!
Simple Demo Guidance Read More »
“5.0 out of 5 stars excellent storytelling!”
Thank you, Jennyn Anderson, for your nice Amazon review! “As a professional in the Scientific Software industry, I very much enjoyed reading this great
“5.0 out of 5 stars excellent storytelling!” Read More »
What Are Key Events in Buying Processes?
They can make all the difference! We were selling automated workflows into pharma and materials science research organizations that included hardware, software, intellectual
What Are Key Events in Buying Processes? Read More »
Do You Remember?
It is certain that memory contains a surprisingly significant number of false positives and false negatives!
Get Ahead of Your Competition?
A head start can make all the difference! Many vendors schedule SKOs for January, February, or March and include skills training sessions as part
Get Ahead of Your Competition? Read More »
How Long Does It Take to Describe What Your Product Does?
Way too long, generally! Customer-facing folks need to learn how to describe their offering(s) in one crisp sentence! When I ask, “What does your
How Long Does It Take to Describe What Your Product Does? Read More »
Leverage! Advantages of the Incumbent Vendor – Part 9
The incumbent vendor enjoys huge advantages that should be leveraged when exploring renewals, expansion, upselling, and in defense against competitors. Remind your customer of
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Users’ Groups Are Competitive Weapons! Advantages of the Incumbent Vendor – Part 8
Users’ Groups are like biological organisms: They want to grow and succeed. Each new customer who joins an active users’ community makes that community
Users’ Groups Are Competitive Weapons! Advantages of the Incumbent Vendor – Part 8 Read More »
Send AI Summaries to Your Prospects?
How many of you send the AI summaries of your discovery or demo calls to your prospects? Thoughts on this?
Send AI Summaries to Your Prospects? Read More »