{"id":36399,"date":"2024-12-17T09:12:26","date_gmt":"2024-12-17T09:12:26","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36399"},"modified":"2024-12-23T18:33:40","modified_gmt":"2024-12-23T18:33:40","slug":"situation-slides-sales-and-presales-swiss-army-knife","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/situation-slides-sales-and-presales-swiss-army-knife\/","title":{"rendered":"Situation Slides: A Swiss Army Knife for Sales and Presales"},"content":{"rendered":"<p><span data-contrast=\"auto\">\u201cIt\u2019s a floor wax <\/span><i><span data-contrast=\"auto\">and<\/span><\/i><span data-contrast=\"auto\"> a dessert topping\u2026!\u201d<\/span> <span data-contrast=\"auto\">\u00a0\u2013 <\/span><a href=\"https:\/\/www.nbc.com\/saturday-night-live\/video\/shimmer-floor-wax\/2721424\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Saturday Night Live, January 10, 1976<\/span><\/a><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u201cLet\u2019s see,\u201d I wondered, \u201cWhat are the various tools on my travel Swiss Army Knife?\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"59\" data-aria-level=\"1\"><span data-contrast=\"auto\">Large blade (<\/span><i><span data-contrast=\"auto\">extremely<\/span><\/i><span data-contrast=\"auto\"> sharp)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"60\" data-aria-level=\"1\"><span data-contrast=\"auto\">Small blade (<\/span><i><span data-contrast=\"auto\">also<\/span><\/i><span data-contrast=\"auto\"> extremely sharp)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"60\" data-aria-level=\"1\"><span data-contrast=\"auto\">Combo can opener and flat screwdriver (I\u2019ve used both)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"62\" data-aria-level=\"1\"><span data-contrast=\"auto\">Combo bottle opener and larger flat screwdriver (the bottle opener has seen a <\/span><i><span data-contrast=\"auto\">lot<\/span><\/i><span data-contrast=\"auto\"> of action\u2026!)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"63\" data-aria-level=\"1\"><span data-contrast=\"auto\">Corkscrew (never leave home without one!)<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">That\u2019s <\/span><i><span data-contrast=\"auto\">seven<\/span><\/i><span data-contrast=\"auto\"> individual tools cleverly presented in a package about 8 x 2.5 x 1 cm (3\u00bc x 1 x \u00bd in). Great Demo! Situation Slides are the sales and presales equivalent, <\/span><i><span data-contrast=\"auto\">also<\/span><\/i><span data-contrast=\"auto\"> providing seven valuable tools for your use!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>What\u2019s in This Article for You?<\/h2>\n<p><span data-contrast=\"auto\">Situation Slides are a Swiss Army Knife of tools across the entire sales (and buying) process, for leads, discovery, demos, and more. We\u2019ll explore <\/span><i><span data-contrast=\"auto\">seven<\/span><\/i><span data-contrast=\"auto\"> fabulous applications of Situation Slides (plus a bonus):<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"\" data-listid=\"41\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">A measurement for Demo Qualified Lead<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"\" data-listid=\"41\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">A measurement of discovery completeness<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"\" data-listid=\"41\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Summarizing discovery<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"\" data-listid=\"41\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"auto\">Hero stories<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"\" data-listid=\"41\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"auto\">Vision Generation Demos<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"\" data-listid=\"41\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"6\" data-aria-level=\"1\"><span data-contrast=\"auto\">A measurement for product \u201cfit\u201d<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"\" data-listid=\"41\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-contrast=\"auto\">A test for No Decision outcomes<\/span><\/li>\n<\/ol>\n<p>Bonus! A tool for selling internally<\/p>\n<p>&nbsp;<\/p>\n<h2>Tool Number 1: Demo Qualified Lead<\/h2>\n<p><span data-contrast=\"auto\">\u201cIf you aim at nothing, you will hit it every time&#8221;<\/span><span data-contrast=\"auto\">\u00a0\u2013 Attributed to Zig Ziglar<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">What\u2019s your definition of the following?<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"64\" data-aria-level=\"1\"><span data-contrast=\"auto\">A Lead<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"65\" data-aria-level=\"1\"><span data-contrast=\"auto\">A Sales Qualified Lead<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"66\" data-aria-level=\"1\"><span data-contrast=\"auto\">A Demo Qualified Lead<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">For many organizations, the answers are:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"67\" data-aria-level=\"1\"><span data-contrast=\"auto\">A Lead? Has a heartbeat.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"68\" data-aria-level=\"1\"><span data-contrast=\"auto\">A Sales Qualified Lead? A potential customer who has shown a clear intent to purchase a product or service and has met specific criteria (such as BANT).<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"69\" data-aria-level=\"1\"><span data-contrast=\"auto\">A Demo Qualified Lead? Wait, what?<\/span><\/li>\n<\/ul>\n<p><a href=\"https:\/\/goconsensus.com\/research\/2024-sales-engineering-compensation-workload-report\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Surveys<\/span><\/a><span data-contrast=\"auto\"> report that ~30% of all demos are \u201cwasted,\u201d due to a lack of qualification. That\u2019s nearly one <\/span><i><span data-contrast=\"auto\">third<\/span><\/i><span data-contrast=\"auto\"> of all demos delivered!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Why is this the case? There\u2019s a huge gap between a \u201cSales Qualified Lead\u201d and having enough information to deliver a credible, focused demo. Let\u2019s use an analogy to explore this\u2026<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Imagine that you\u2019re hungry and you want to eat at a restaurant. You open Google Maps and search for restaurants nearby.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">A \u201cLead\u201d is any restaurant in the area. Is that sufficient information for you to make a decision? Likely not!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">A \u201cSales Qualified Lead\u201d includes the opening hours and a brief exploration of the menu. Is the restaurant open today and during the time window you want? Does the menu look acceptable or interesting?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">For some folks, this might be enough information to take a chance and try it out. But most of us have one more criterion: Reviews!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">We\u2019ll look at the Reviews summary, first, to make sure the restaurant isn\u2019t a one- or two-star loser that we\u2019d <\/span><i><span data-contrast=\"auto\">never<\/span><\/i><span data-contrast=\"auto\"> try (and personally, it\u2019s unlikely that I\u2019ll try a 3-star place). Four- or five-stars and we\u2019ll probably read several of the reviews to understand what people liked and disliked, from which we can form a more considered assessment. Five-star ratings would cause many of us to research what patrons recommended.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Analyzing the reviews is the extra step, similar to the difference between a Sales Qualified Lead and a <\/span><i><span data-contrast=\"auto\">Demo<\/span><\/i><span data-contrast=\"auto\"> Qualified Lead. We as the vendor need more information, <\/span><i><span data-contrast=\"auto\">critical<\/span><\/i><span data-contrast=\"auto\"> information, before investing time in a demo.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">BANT and similar qualification methods don\u2019t provide enough evidence to avoid delivering a wasted demo. Vague generalized \u201cneeds\u201d are equivalent to the opening hours and location of a restaurant. We need more specifics, like reading the reviews!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1688763837&amp;sr=1-4\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Great Demo!<\/span><\/a><span data-contrast=\"auto\"> Situation Slides provide these insights:<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<blockquote><p><span data-contrast=\"auto\"><strong>Job Title<\/strong>:<\/span> <span data-contrast=\"auto\">Who is this demo for, specifically?<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Critical Business Issue<\/strong>:<\/span> <span data-contrast=\"auto\">What is their top-level goal or objective?<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Problems\/Reasons<\/strong>:<\/span> <span data-contrast=\"auto\">What is making it hard for them to achieve their goal or objective?<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Specific Capabilities<\/strong>:<\/span> <span data-contrast=\"auto\">What <\/span><i><span data-contrast=\"auto\">specific <\/span><\/i><span data-contrast=\"auto\">capabilities do they need to solve their problems?<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Delta<\/strong>:<\/span> <span data-contrast=\"auto\">What is the tangible value of making the change?<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Critical Date<\/strong>:<\/span> <span data-contrast=\"auto\">When and why do they need to have a solution in place?<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p><\/blockquote>\n<p><span data-contrast=\"auto\">A complete Situation Slide represents a Demo Qualified Lead and provides you with two keys to prevent wasted demos:<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"43\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">The Specific Capabilities tell you <\/span><i><span data-contrast=\"auto\">exactly<\/span><\/i><span data-contrast=\"auto\"> what you need to show in your demo (and what to <\/span><a href=\"https:\/\/greatdemo.com\/stunningly-awful-demos-buying-it-back\/\"><span data-contrast=\"none\">avoid<\/span><\/a><span data-contrast=\"auto\">!).<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"43\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">The presence of a Critical Business Issue, Delta, and Critical Date significantly reduces the possibility of a <\/span><a href=\"https:\/\/greatdemo.com\/avoiding-no-decision-outcomes\/\"><span data-contrast=\"none\">No Decision outcome<\/span><\/a><span data-contrast=\"auto\"> and its potentially <\/span><i><span data-contrast=\"auto\">enormous<\/span><\/i><span data-contrast=\"auto\"> waste of time and energy well beyond a demo. (More on this later\u2026)<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"auto\">What a terrific way to start a productive relationship with your prospect!<\/span><\/p>\n<p><span data-contrast=\"auto\">Note that each Demo Qualified Lead is for one specific job title, not a department or the entire company. This also makes these Demo Qualified Leads much more targeted than \u201cpersonas,\u201d which often suffer from being imprecise and squishy!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Accordingly, each additional job title has its <\/span><i><span data-contrast=\"auto\">own<\/span><\/i><span data-contrast=\"auto\"> Situation Slide. As an example, if you are selling to a sales department, you might need Situation Slides for each of the following job titles involved in the buying process:<\/span><\/p>\n<ul>\n<li><span style=\"font-size: 16px;\" data-contrast=\"auto\">CRO<\/span><\/li>\n<li><span data-contrast=\"auto\">VP of Sales<\/span><\/li>\n<li><span data-contrast=\"auto\">Regional Sales Manager<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"73\" data-aria-level=\"1\"><span data-contrast=\"auto\">Account Executive<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"74\" data-aria-level=\"1\"><span data-contrast=\"auto\">Account Manager<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"75\" data-aria-level=\"1\"><span data-contrast=\"auto\">Sales Enablement<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"40\" data-list-defn-props=\"{&quot;335551671&quot;:59,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"76\" data-aria-level=\"1\"><span data-contrast=\"auto\">Etc.<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">Each has its corresponding Situation Slide: very precise and very accurate!<\/span><\/p>\n<h2>Tool Number 2: A Measurement of Discovery Completeness<\/h2>\n<p><span data-contrast=\"auto\">\u201cHow much discovery is enough?\u201d<\/span><span data-contrast=\"auto\">\u00a0\u2013 Nearly every new sales and presales person\u2026<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Far too many vendor teams gather a few prospect \u201cpain points\u201d and declare that discovery is complete. Oh, but there\u2019s <\/span><i><span data-contrast=\"auto\">so<\/span><\/i><span data-contrast=\"auto\"> much more\u2026!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Here\u2019s the full outline of the <\/span><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/ref=sr_1_1?crid=1U8XAZMG8HBYK&amp;keywords=doing+discovery&amp;qid=1659904849&amp;s=books&amp;sprefix=doing+discovery%2Cstripbooks%2C216&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Doing Discovery<\/span><\/a><span data-contrast=\"auto\"> methodology, as an example of what\u2019s possible (and what <\/span><i><span data-contrast=\"auto\">should<\/span><\/i><span data-contrast=\"auto\"> be done!):<\/span><\/p>\n<table style=\"font-weight: 400; border-color: #00000000;\" data-tablestyle=\"MsoTableGrid\" data-tablelook=\"1696\" aria-rowcount=\"1\">\n<tbody>\n<tr aria-rowindex=\"1\">\n<td data-celllook=\"0\"><b><span data-contrast=\"auto\">Opening<\/span><\/b><\/p>\n<ul>\n<li><span style=\"font-size: 16px; font-family: inherit;\" data-contrast=\"auto\">About you<\/span><\/li>\n<li><span data-contrast=\"auto\">Demographics<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"57\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Company<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"57\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"auto\">Team<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"57\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"auto\">Workflows\/processes<\/span><\/li>\n<\/ul>\n<p><b><span data-contrast=\"auto\">Environment<\/span><\/b><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559991&quot;:360}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Physical<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">Technology\/Infrastructure<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Know-how<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><b><span data-contrast=\"auto\">Major Pain<\/span><\/b><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559991&quot;:360}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Workflow Analysis<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">Do well<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Do better<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"auto\">Impact<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"auto\">Quantify<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"6\" data-aria-level=\"1\"><span data-contrast=\"auto\">Specific Capabilities<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-contrast=\"auto\">Vision Generation and Reengineering<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><b><span data-contrast=\"auto\">Extended Environment \u2013 Beyond the Workflow<\/span><\/b><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559991&quot;:360}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"59\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Adjacent<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"59\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">Impacted<\/span><\/li>\n<\/ul>\n<\/td>\n<td data-celllook=\"0\"><b><span data-contrast=\"auto\">Related Pain(s)<\/span><\/b><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559991&quot;:360}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"62\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Workflow Analysis<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"62\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">Do well<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"62\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Do better<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"62\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"auto\">Impact<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"62\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"auto\">Quantify<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"62\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"6\" data-aria-level=\"1\"><span data-contrast=\"auto\">Specific Capabilities<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"62\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-contrast=\"auto\">Vision Generation and Reengineering<\/span><\/li>\n<\/ul>\n<p><b><span data-contrast=\"auto\">Culture<\/span><\/b><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559991&quot;:360}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"61\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Uniqueness<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"61\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">Implementation<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"61\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Adoption<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"61\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"auto\">Transition Vision<\/span><\/li>\n<\/ul>\n<p><b><span data-contrast=\"auto\">Wrap-up<\/span><\/b><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559991&quot;:360}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"60\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Getting worse, Do nothing<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"60\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">Timing \u2013 VREs<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"60\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Drivers (CBIs)<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"60\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"auto\">Final open-ended<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"60\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559683&quot;:0,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"auto\">Mutual action plan<\/span><\/li>\n<\/ul>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><span data-contrast=\"auto\">That\u2019s a lot to cover\u2026! Is there an acceptable <\/span><i><span data-contrast=\"auto\">minimum<\/span><\/i><span data-contrast=\"auto\">? Well, yes and no\u2026<\/span><\/p>\n<p><span data-contrast=\"auto\">In the best cases, you\u2019ll be able to uncover most or all this information. And it\u2019s <\/span><i><span data-contrast=\"auto\">worth<\/span><\/i><span data-contrast=\"auto\"> it: You will be <\/span><i><span data-contrast=\"auto\">rewarded<\/span><\/i><span data-contrast=\"auto\"> when you are perceived by your prospect as doing a superior job in discovery than your competition. You\u2019ll be in a competitively advantageous position.<\/span><\/p>\n<p><span data-contrast=\"auto\">However, due to time limitations, access challenges, or other factors, you may not be able to complete this full framework. So, what is the minimum you need to move forward with a sales or buying process?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Yes, you guessed it: a complete Situation Slide for each relevant job title! These provide <\/span><i><span data-contrast=\"auto\">just<\/span><\/i><span data-contrast=\"auto\"> enough information, <\/span><i><span data-contrast=\"auto\">key<\/span><\/i><span data-contrast=\"auto\"> discovery information, for you and your prospect to move forward with your processes.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Organizations that have incorporated these minimums into their sales process steps and CRM systems report improvements in their close rates, reduction of wasted demos, and substantial reduction of No Decision outcomes.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Tool Number 3: Summarizing Discovery<\/h2>\n<p><span data-contrast=\"auto\">\u201cIf I recall correctly\u2026\u201d<\/span><span data-contrast=\"auto\">\u00a0\u2013 <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1688763837&amp;sr=1-4\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Great Demo!<\/span><\/a><span data-contrast=\"auto\"> Methodology<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Imagine that <\/span><i><span data-contrast=\"auto\">you<\/span><\/i><span data-contrast=\"auto\"> are the prospect at a demo meeting. How should the vendor start the demo, from your perspective?<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"42\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">A <\/span><a href=\"https:\/\/greatdemo.com\/death-by-corporate-overview-2\/\"><span data-contrast=\"none\">corporate overview presentation<\/span><\/a><span data-contrast=\"auto\">, or product or architecture presentation<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"42\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">A long-winded story that has little relevance to the topic at hand<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"42\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">A crisp summary of your situation<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"auto\">Nearly no-one wants number one, and while a few folks might enjoy the story, if it doesn\u2019t resonate, it\u2019s just a waste of time (and executives will be the <\/span><i><span data-contrast=\"auto\">hardest<\/span><\/i><span data-contrast=\"auto\"> to please).<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Number three, a crisp review of your situation based on your discovery conversations with the vendor is a delightful place to begin: It\u2019s all about you! This approach has also been <\/span><a href=\"https:\/\/greatdemo.com\/7-validated-habits-for-stunningly-successful-demos\/\"><i><span data-contrast=\"none\">validated<\/span><\/i><\/a><span data-contrast=\"auto\"> as a highly successful strategy to kick off a demo.<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Great Demo! Situation Slides provide a simple, effective framework to accomplish this. From your perspective of being the prospect, it looks and sounds like this:<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<blockquote><p><span data-contrast=\"auto\"><strong>Job Title<\/strong>:<\/span> <span data-contrast=\"auto\">It\u2019s all about <\/span><i><span data-contrast=\"auto\">you<\/span><\/i><span data-contrast=\"auto\">!<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Critical Business Issue<\/strong>:<\/span> <span data-contrast=\"auto\">This is your top-level goal or objective.<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Problems\/Reasons<\/strong>:<\/span> <span data-contrast=\"auto\">These are making it difficult to achieve your objective.<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Specific Capabilities<\/strong>:<\/span> <span data-contrast=\"auto\">These are what you need to solve your problems.<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Delta<\/strong>:<\/span> <span data-contrast=\"auto\">This is the tangible value of making the change, with <\/span><i><span data-contrast=\"auto\">your<\/span><\/i><span data-contrast=\"auto\"> numbers.<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Critical Date<\/strong>:<\/span> <span data-contrast=\"auto\">This is when you need to have a solution in place, and the driving force.<\/span><\/p><\/blockquote>\n<p><span data-contrast=\"auto\">Reviewing and confirming this only takes a minute or two and queues up the balance of the demo. You\u2019re ready to see what the vendor can do to help you address your problems.<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<h2>Tool Number 4: A Hero Story<\/h2>\n<p><span data-contrast=\"auto\">\u201cTeach Me.\u201d<\/span><span data-contrast=\"auto\">\u00a0\u2013 Stephen Strange, Doctor Strange<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u201cIt\u2019s good to meet you, Dr. Banner. Your work on anti-electron collisions is unparalleled. And I\u2019m a huge fan of the way you lose control and turn into an enormous green rage monster.\u201d<\/span><span data-contrast=\"auto\">\u00a0\u2013 Tony Stark, Avengers<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Here\u2019s a wonderful tip from <\/span><a href=\"https:\/\/thedemoscene.com\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Natasja Bax<\/span><\/a><span data-contrast=\"auto\"> (who leads the Great Demo! &amp; Doing Discovery team in EMEA): She noted that presenting a Great Demo! Situation Slide tells a simple, but a very effective hero story!<\/span><\/p>\n<p><span data-contrast=\"auto\">The hero (the lead prospect player) is facing a major challenge (their Critical Business Issue). As the hero embarks on their journey, they encounter numerous tasks and trials (their Problems\/Reasons). While seeking solutions, the hero meets a mentor (the vendor) who provides tools and guides the transformation (the Specific Capabilities needed) which must be completed within a limited timeframe (the Critical Date). As the hero implements these solutions successfully, they are transformed and enjoy the associated rewards (the Delta)!<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">These stories are strongest and most impactful when they include the five key storytelling elements outlined by Chip and Dan Heath in <\/span><a href=\"https:\/\/www.amazon.com\/Made-Stick-Ideas-Survive-Others-ebook\/dp\/B000N2HCKQ\/ref=sr_1_1?crid=BU01EX7FCX09&amp;dib=eyJ2IjoiMSJ9.6adXT_NXNi30v0OfsrlQZUEVq_xHFsWKNom5NOP0J8E71-ert-TrO8vYKdLilCRA52EZF8xITFAFa5Pc1r2dzmtgGgW9ocrnsnRCIqt80nG3TMpLcnU9a0h_IlmYjiu9g5qMv_S7UELivGZ_9wupMQ.KQtWbnOrguKmYO45jyMmVO2Dr2kmf-jPc6WJN5on3ZQ&amp;dib_tag=se&amp;keywords=made+to+stick+by+chip+and+dan+heath&amp;qid=1731965554&amp;s=digital-text&amp;sprefix=Made+to+Stick%2Cdigital-text%2C303&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Made to Stick<\/span><\/i><\/a><span data-contrast=\"auto\">:<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"51\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Simple Message: The concept or message needs to be clear and easy to understand.<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"51\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">Real Experience: It must be believable and perceived as being true.<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"51\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Element of Surprise: An unexpected twist, event or outcome generates interest and tension.<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"51\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"auto\">Evokes Emotion: The best stories are those that evoke an emotional response.<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"51\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"auto\">Relevant: Good stories relate directly to the subject or key point.<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"auto\">The only one of these that might be missing from a Situation Slide hero story is the \u201cElement of Surprise.\u201d You can add surprise by exacerbating the situation with a revised Critical Date (\u201c\u2026 and then they learned that delivery was needed two months earlier!\u201d) or a changed objective (\u201c\u2026 and then they were told to <\/span><i><span data-contrast=\"auto\">double<\/span><\/i><span data-contrast=\"auto\"> the throughput!\u201d) or similar challenge.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Another approach is to make a Specific Capability a surprise on its own. For example, \u201cThe prospect was completely unaware of how effective the new AI tool was able to generate the answer and was truly shocked the first time they saw it in action!\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Make your prospect a hero!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Tool Number 5: Vision Generation Demos<\/h2>\n<p><span data-contrast=\"auto\">\u201cAn ad should be an appetizer, not a buffet!\u201d<\/span><span data-contrast=\"auto\">\u00a0\u2013 Lee Clow<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Imagine, again, that <\/span><i><span data-contrast=\"auto\">you<\/span><\/i><span data-contrast=\"auto\"> are the prospect, and you\u2019ve just clicked the \u201cBook a Demo\u201d button on a vendor\u2019s website. Do you want an hour-long <\/span><a href=\"https:\/\/greatdemo.com\/stunningly-awful-web-overview-demos-the-gruesome-anatomy-of-a-traditional-1-hour-web-overview-demonstration-and-some-solutions\/\"><span data-contrast=\"none\">overview demo<\/span><\/a><span data-contrast=\"auto\"> (aka \u201cHarbor Tour\u201d) or <\/span><i><span data-contrast=\"auto\">just<\/span><\/i><span data-contrast=\"auto\"> enough demo to decide if you\u2019d like to explore further?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Most of us would prefer the latter! \u201cShow me <\/span><i><span data-contrast=\"auto\">just <\/span><\/i><span data-contrast=\"auto\">enough relevant deliverables or screens to enable me to decide what I\u2019d like to do next,\u201d is what we\u2019d say. And that\u2019s a Vision Generation Demo!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Vision Generation Demos have two parts:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"53\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">A Great Demo! Situation Slide<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"53\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">One or a few compelling visuals (\u201cIllustrations\u201d in Great Demo! methodology)<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"auto\">When you (as the vendor) present Situation Slides to <\/span><i><span data-contrast=\"auto\">summarize<\/span><\/i><span data-contrast=\"auto\"> discovery information for a prospect (in <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1688763837&amp;sr=1-4\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Technical Proof Demos<\/span><\/a><span data-contrast=\"auto\">), you stay in \u201cYou Mode,\u201d as follows:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<blockquote><p><span data-contrast=\"auto\"><strong>Job Title<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cAs the VP of sales, you told me\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Critical Business Issue<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cIf I recall correctly, you said your top-level objective is\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Problems\/Reasons<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cYou said these are making it difficult to achieve your objective\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Specific Capabilities<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cYou noted that these are what you need to solve your problems\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Delta<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cI believe you said you are looking for these tangible changes\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Critical Date<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cAnd you noted that this is when you need to have a solution in place\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p><\/blockquote>\n<p><span data-contrast=\"auto\">However, for Vision Generation Demos, use a Situation Slide based on the <\/span><a href=\"https:\/\/greatdemo.com\/fabulous-fuel-for-sales-presales-and-customer-success-the-incredible-utility-of-informal-success-stories\/\"><span data-contrast=\"none\">experiences<\/span><\/a><span data-contrast=\"auto\"> of other, <\/span><i><span data-contrast=\"auto\">similar<\/span><\/i><span data-contrast=\"auto\"> customers with that same job title, described in the third person, past tense:<\/span><\/p>\n<blockquote><p><span data-contrast=\"auto\"><strong>Job Title<\/strong>:<\/span> <span data-contrast=\"auto\">\u201c<\/span><i><span data-contrast=\"auto\">Other<\/span><\/i><span data-contrast=\"auto\"> VP of sales told us\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Critical Business Issue<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cTheir top-level objective was\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Problems\/Reasons<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cThey said it was difficult to achieve their objectives because\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Specific Capabilities<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cThey said they needed to ability to\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\"><strong>Delta<\/strong>:<\/span> <span data-contrast=\"auto\">\u201cAnd by using our software, they are enjoying the following rewards\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p><\/blockquote>\n<p><span data-contrast=\"auto\">You then ask, \u201cHow does this compare with your situation?\u201d Your prospect\u2019s answer guides you to the next step, where you share a compelling image or two of what your software delivers. If this is in alignment with your prospect\u2019s interests, you\u2019ve satisfied their desire to \u201cget a taste\u201d of what\u2019s possible.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Best of all, perhaps, is that this whole process takes about six minutes. And, if your prospect like what they\u2019ve seen and heard, they will be open to investing in a discovery conversation. What a delight!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">For an appetizer-level summary of Vision Generation Demos, see this <\/span><a href=\"https:\/\/greatdemo.com\/vision-generation-demos\/\"><span data-contrast=\"none\">article<\/span><\/a><span data-contrast=\"auto\">. For the full recipe (and a great one!), read Chapter 11 in <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1688763837&amp;sr=1-4\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Great Demo!<\/span><\/i><\/a><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Note (again!) that Vision Generation Demos are based on the relevant job title. You should prepare a specific Situation Slide for each job title you might typically encounter with your prospects.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Tool Number 6: A Measurement of Product \u201cFit\u201d<\/h2>\n<p><span data-contrast=\"none\">\u201cYou\u2019ve got to start with the customer experience and work back to product \u2013 not the other way around.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Steve Jobs<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Discovery is a simultaneous exploration of prospect \u201cfit\u201d on the part of the vendor and solution \u201cfit\u201d on the part of the prospect. Good fit for both parties results in less friction for all subsequent steps in your relationship. Discovery should measure fit, accordingly, and is an enormous point of leverage for everything downstream!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Prospects know this, intuitively, and often express it when they terminate a sales cycle. They\u2019ll (literally!) say, \u201cYour product isn\u2019t a good fit for us.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Sadly, many salespeople ignore fit and instead live in the \u201cLand of Hope,\u201d resulting in enormous waste and inefficiencies. And if the prospect moves forward with a purchase, poor fit can cause them to churn and become an outspoken negative reference.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">How can we measure fit?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Great Demo! Situation Slides offer one simple and effective method (see Chapter 6 in <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1688763837&amp;sr=1-4\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Great Demo!<\/span><\/i><\/a><span data-contrast=\"none\">). For each important Specific Capability desired by your prospect, assess your ability to deliver satisfaction on a scale or percent:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Workflow Number 1: 80%<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Workflow Number 2: 90%<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Report Number 1: 100%<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Dashboard Number 1: 80%<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Root Cause Identification: 60%<\/span><\/p>\n<p><span data-contrast=\"none\">This can be represented, ultimately, as an overall score, either as a simple average or (better) as a weighted average based on relative importance each capability to your prospect:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Workflow Number 1: <\/span> <span data-contrast=\"none\">80% fit; Relative Importance 100<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Workflow Number 2: <\/span> <span data-contrast=\"none\">90% fit; Relative Importance 80<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Report Number 1: <\/span> <span data-contrast=\"none\">100% fit; Relative Importance 100<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Dashboard Number 1: <\/span> <span data-contrast=\"none\">80% fit, Relative Importance 70<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">Root Cause Identification: <\/span> <span data-contrast=\"none\">60% fit; Relative Importance 100<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Incorporating the opportunity size enables you to compare opportunities to determine where to invest your resources. It also solves the challenge of the rep\u2019s traditional claim \u201cIt\u2019s a huge opportunity\u2026!\u201d when analyzed in comparison to others.<\/span><\/p>\n<p><span data-contrast=\"none\">For example, a $1M opportunity with a 20% fit metric gives a normalized score of $200K, but a $600K opportunity with 80% fit yields a score of $480K. I know where I\u2019d invest my time!<\/span><\/p>\n<h2>Tool Number 7: A Test for No Decision Outcomes<\/h2>\n<p><span data-contrast=\"none\">\u201c<\/span><i><span data-contrast=\"none\">How<\/span><\/i><span data-contrast=\"none\"> many times has this opportunity \u2018rolled over\u2019 to the next quarter on your forecast?!\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Incredulous Sales Managers Everywhere<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201c45% of all SaaS forecasted opportunities end as \u2018No Decision\u2019 outcomes\u2026\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Gartner<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cThat means that nearly <\/span><i><span data-contrast=\"none\">half<\/span><\/i><span data-contrast=\"none\"> of the opportunities you work on \u2026 go nowhere! Would you like some of that time back in your life?\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Me<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Here\u2019s a largely true story:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">At a QBR, the sales team was discussing forecasted opportunities that never seemed to close. There was a great deal of speculation, but nothing concrete until a senior presales staff member spoke up.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">She said, \u201cYou\u2019d asked me to check out the Great Demo! &amp; Doing Discovery Workshops, as a scout, to see if we might want to train our team on these methodologies. Well, I may have a simple, discovery-based solution for you!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">In our training, the facilitator identified three parameters that consistently identify an opportunity as a likely No Decision outcome.\u201d She went to a whiteboard and diagrammed:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"54\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">No Critical Business Issue<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"54\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"none\">Insufficient Value<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"54\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"none\">No Critical Date<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"none\">She explained, \u201cA Critical Business Issue is an annual, quarterly, or project-based goal or objective that is at risk. \u2018Pain\u2019 is the set of one or more problems or reasons that are causing an inability to achieve the goal or objective. However, \u201cpain\u201d by itself is <\/span><i><span data-contrast=\"none\">not<\/span><\/i><span data-contrast=\"none\"> enough to drive a purchase.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">She chuckled, adding, \u201cIn the Workshop, the facilitator commented that \u2018People will live <\/span><i><span data-contrast=\"none\">forever<\/span><\/i><span data-contrast=\"none\"> with the hell that they know unless it impacts their ability to achieve their objectives!\u2019<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">That\u2019s probably why we see many deals go to No Decision even though we\u2019ve identified their pains! In our discovery conversations, we need to determine if our prospects\u2019 pains are impacting their ability to accomplish their objectives \u2013 and, specifically, what those objectives are. Those are their Critical Business Issues.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Several of the meeting participants nodded their heads in agreement. One shared an example where pain had been identified by the salesperson and confirmed by the prospect, but it was clear that a Critical Business Issue was lacking. That opportunity had been expected to close for several quarters: Clearly, it was a No Decision outcome.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Continuing, she directed the group\u2019s attention to number two. \u201cInsufficient Value is the second element,\u201d she said. \u201cIn our Workshop, we learned that value needs to be uncovered, and it must be <\/span><i><span data-contrast=\"none\">tangible<\/span><\/i><span data-contrast=\"none\">! It can\u2019t simply be \u2018cheaper, better, or faster,\u2019 it must be quantified. We need to help our prospects build their business case using their own numbers.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">A sales manager added, \u201cOh! And we may need to help guide our buyers and champions, depending on their level of experience.\u201d That caused more head nodding, and a few Europeans knocked their knuckles on the table in agreement as well.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cThe third factor,\u201d she continued, \u201cis the lack of a Critical Date. And this isn\u2019t <\/span><i><span data-contrast=\"none\">our<\/span><\/i><span data-contrast=\"none\"> end of quarter, as much as we might want it to be!\u201d This generated some laughter as well as a few sheepish looks.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cA Critical Date is a date by when our prospect needs a solution in place and operating,\u201d she said as she strongly emphasized the word <\/span><i><span data-contrast=\"none\">when<\/span><\/i><span data-contrast=\"none\">. \u201cIt also needs to include the reason for the Critical Date: the driving force. For example, a good Critical Date for a prospect could be the renewal date for a system they want to replace. The date might be March 31st; the driving force is the need to avoid paying for another year\u2019s license.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">More heads nodded; more knuckles knocked.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">She laughed, \u201cIn the Workshop, the facilitator asked us, \u2018In university, would you have ever completed those papers if you didn\u2019t have a due date?\u2019 I know I wouldn\u2019t have!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">We learned that if any one or more of these three parameters are missing or incomplete, it dramatically increases the likelihood of a No Decision outcome. Best of all, these are all elements that we should be able to uncover in our discovery conversations, early in the sales cycle.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">And where do you find these three parameters? Right here, in bold!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<blockquote><p>Job Title: Prospect\u2019s Job Title<\/p>\n<p>Critical Business Issue: Their top-level goal or objective.<\/p>\n<p><span data-contrast=\"auto\">Problems\/Reasons:<\/span> <span data-contrast=\"auto\">These make it difficult to achieve their objective (\u201cpain\u201d).<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Specific Capabilities:<\/span> <span data-contrast=\"auto\">These are what they need to solve their problems.<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><b><span data-contrast=\"auto\">Delta:<\/span><\/b> <b><span data-contrast=\"auto\">This is the tangible value of making the change; the prospect\u2019s numbers.<\/span><\/b><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><b><span data-contrast=\"auto\">Critical Date:<\/span><\/b> <b><span data-contrast=\"auto\">This when they need to have a solution in place, and the driving force.<\/span><\/b><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p><\/blockquote>\n<p><span data-contrast=\"none\">Imagine what you could do with the time you\u2019d recover by reducing your No Decision rate by 10% or 20% or more!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Bonus Tool: Selling Internally<\/h2>\n<p><span data-contrast=\"none\">&#8220;Price is what you pay; value is what you get&#8221;<\/span><span data-contrast=\"none\"> \u2013 Warren Buffett<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Many years ago, when I was a young product line manager, I realized we needed a tool to track enhancement requests, bugs, and plans for new capabilities. It was clear that we needed a solution, and I found a product that fit our needs nicely.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">The price seemed reasonable for our organization but beyond my spending limit. I went to our CFO to ask for the funds, thinking \u201cThis should be a \u2018slam-dunk\u2019 \u2013 no problem!\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">He said, \u201cNo.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Surprised, I asked, \u201cBut why?\u201d He explained, \u201cLook, Cohan, you\u2019ve asked for $24,000. Part of my job is to determine the best way to invest our money. Right now, I can generate 6% annual interest on that 24K in Treasury Bills. What will be the gain to the organization from <\/span><i><span data-contrast=\"none\">your<\/span><\/i><span data-contrast=\"none\"> proposed purchase?\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">There was a silver lining to this: Our CFO was also a wonderful mentor to me. He walked me through the cost justification process that I needed to secure the order, and I dutifully went to work to gather the numbers. A few days later, I presented my findings and was granted the funds for the purchase!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">One of the hardest jobs for inexperienced buyers (at any level) is to put together compelling cost justifications. But there\u2019s good news: Situation Slides provide a terrific template to start from!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Here\u2019s the \u201cselling internally\u201d perspective using a Situation Slide (first-person singular):<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<blockquote><p><span data-contrast=\"auto\">[Job Title:<\/span> <span data-contrast=\"auto\">The person who is \u201cselling internally.\u201d]<\/span><\/p>\n<p><span data-contrast=\"auto\">Critical Business Issue:<\/span> <span data-contrast=\"auto\">The top-level goal or objective I need to achieve, that is at risk.<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Problems\/Reasons:<\/span> <span data-contrast=\"auto\">What is making it difficult for me to achieve my objective.<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Specific Capabilities:<\/span> <span data-contrast=\"auto\">The capabilities I need to solve my problems.<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Delta:<\/span> <span data-contrast=\"auto\">The specific value that will be returned to our organization.<\/span><span data-ccp-props=\"{&quot;134233279&quot;:true}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Critical Date:<\/span> <span data-contrast=\"auto\">The date by when I need the solution in place, and the driving force.<\/span><\/p><\/blockquote>\n<p><span data-contrast=\"none\">As the vendor, enable your champions and your buyers by providing them with the relevant Situation Slide(s) they need for their internal processes!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Seven Tools<\/h2>\n<p><span data-contrast=\"none\">That\u2019s seven terrific tools in your Situation Slide Swiss Army knife. Perhaps you\u2019ll find more!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<hr \/>\n<p><span data-contrast=\"none\">Copyright \u00a9 2024 The Second Derivative \u2013 All Rights Reserved.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">To learn the methods introduced above, consider enrolling in a Great Demo! Doing Discovery or Demonstration Skills <\/span><a href=\"https:\/\/greatdemo.com\/training\/\"><span data-contrast=\"none\">Workshop<\/span><\/a><span data-contrast=\"none\">. For more demo and discovery tips, best practices, tools and techniques, explore our <\/span><a href=\"https:\/\/greatdemo.com\/learn\/books\/\"><span data-contrast=\"none\">books<\/span><\/a><span data-contrast=\"none\">, blog and articles on the Resources pages of our website at <\/span><a href=\"https:\/\/greatdemo.com\/\"><span data-contrast=\"none\">https:\/\/GreatDemo.com<\/span><\/a> <span data-contrast=\"none\">and join the <\/span><a href=\"https:\/\/www.linkedin.com\/groups\/2430414\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Great Demo! &amp; Doing Discovery LinkedIn Group<\/span><\/a><span data-contrast=\"none\"> to learn from others and share your experiences.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cIt\u2019s a floor wax and a dessert topping\u2026!\u201d \u00a0\u2013 Saturday Night Live, January 10, 1976\u00a0 \u201cLet\u2019s see,\u201d I wondered, \u201cWhat are the various tools<\/p>\n","protected":false},"author":2,"featured_media":36451,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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