Discovery: Discovering Rewards (and Risks)
It’s possible to further the Discovery conversation beyond requirements gathering into a new, more enriching path that can create attractive new options for the customer to consider.
Keep Demos On Target
It’s waaaaay too easy for a poorly executed demo to shut down a prospect’s interest
From Home Brewer to Craft Brewery
I wanted to examine the existing process and make the adaptations necessary to progress the Pre-Sales journey from an uneven series of hits and misses toward a continuously improving process with repeatable success.
Establishing Accountability: Promoting and Fulfilling the Mission
As anyone who has worked in an organization that failed to “walk the talk” of their mission statement knows, a mission statement is meaningless without concrete actions to substantiate it.
Define the Mission for the Team
A listening tour is a great way to orient yourself to the aspirations and concerns of your new company.
Are You Listening?
You scratch your head and wonder to yourself about your colleague; “is she even listening to what’s being said?”…She’s on a Powerpoint freight train, determined to be heard.