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Top Discovery Tips for 2021

Posted by Bob Riefstahl on 02/23/2021 8:00 AM

Congratulations! Your navigation through countless virtual demos and presentations is now 2020 hindsight as you've grown comfortable with whatever online tool your company utilizes (Teams, Zoom, GoToMeeting, Webex, etc.). You've probably set your achievement goals for 2021, but with all of the focus on how to best execute your demo and present in a virtual setting, do remember how to best CONNECT your demo to your audience using Discovery techniques in a virtual world. I've noticed a lack of blog attention to this crucial skill, so I've dedicated this article to describe some of the best tips and techniques for Discovery in today's reality.

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Topics: discovery, selling virtually

A Seat at the Table – A Case for Pre-sales Leadership

Posted by Bob Riefstahl on 01/15/2021 3:22 PM
 

Perhaps you can relate to a situation from your past. You are eight years old and attending a large family holiday dinner. It is time to eat, and as the adults and teens find their way to the big table, you see it. The dreaded children’s table. Your older brother or sister gives you that smug look as they sit down with the adults. It isn’t until years later that you finally get a seat at the big table. For today’s technology companies, presales leadership often feels like that eight-year-old child when it comes to having a seat at the product roadmapsales forecastresource analysis, and planning tables. What a travesty!  It is time that everybody grew up and realized that presales leadership belongs to each of those tables. 

If you can relate to this sentiment, consider attending a webinar I will be leading on the topic Wednesday, February 17th. In the meantime, let’s examine those tables and why it is in every organization’s best interest to get them there. 

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Topics: pre-sales

Transforming a Good Demo into a Winning Demo

Posted by Bob Riefstahl on 12/04/2020 5:00 PM

In-person demos have disappeared since the start of the COVID-19 pandemic. Pre-sales and Sales professionals are headlong in building bridges to customers using virtual platforms, but many of these virtual demos are missing some key components that will transform the event from a good demo to a winning demo. It is stating the obvious that in-person demo practices don't all translate to virtual. That said, many professionals are executing virtual demos like they did in-person.

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Topics: demo training, selling virtually

Your Virtual Sales Kickoff NEEDS to Tell a Story

Posted by Bob Riefstahl on 10/26/2020 1:57 PM

When your executives take the virtual stage at your upcoming Sales Kickoff (SKO), a story needs to be told. Here’s the scenario. 2020 has been an unprecedented year and your company is not only standing, it is roaring! Your key metrics are healthy and your forecast is solid. Now here’s your choice. You can either present the usual, charts, graphs and numbers or, you can captivate and engage your sales and client success organizations with a story that paints an image of your past and your future. Guess which one will be more effective?

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Topics: leadership, storytelling, sales kick off

Add Some SPICE to Your Virtual Sales Kick Off

Posted by Bob Riefstahl on 08/14/2020 10:36 AM

Virtual Sales Kick Off (SKO) season is about to begin and, if you’re like many powerful sales organizations, you’re looking for big results post-session. In the past, your on-site events were filled with energy and sessions that motivated the team. Here are some ideas to consider that we have found will add some flavor to meat and potato virtual, SKO breakout sessions.

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Topics: virtual training, sales kick off