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Once Upon a Time…

Posted by Bob Riefstahl on 03/09/2020 5:24 PM

When I hear that phrase, I remember reading bedtime stories to my sons when they were youngsters. As adults, stories help us understand complex concepts, and just like when we’re younger, they forge connections with the storyteller, open up our imaginations, and help us receive new ideas.

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Topics: sales, storytelling

Look Good in a Hurry! The Top 5 Alternatives to PowerPoint, Keynote and Prezi

Posted by 2Win! on 01/30/2020 2:25 PM

While PowerPoint, Keynote and Prezi have plenty of reliable features, they're clunky and slow compared to some of the new solutions that are out there. Their ubiquitous familiarity could even hurt the impact of your message.

Break away from the tried and true, or tired and boring. The following tools can freshen up your presentation game while giving you the convenience that a web-based creation platform offers.

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Topics: presentation

Discovery On-The-Fly, Uncovering the Underknown

Posted by Bob Riefstahl on 01/17/2020 1:12 PM

Ever Have a Runaway Demo?

Your salesperson, Emma, has a “hot lead.” Kristian, the prospect and a company executive, wants to make a decision quickly and needs a demo “right away.” Emma presses Kristian to provide time to perform a formal discovery so she can get input from other stakeholders. Kristian asserts, “You don’t need to do that. I have a list of requirements from them, and we don’t have time for a bunch of interviews. That would take weeks. Why don’t you get your demo expert to provide us with an overview and we will guide him or her from there?” Emma accepts Kristian’s request, convinces her to send the list of requirements, and sets up the demo for the next business day.

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Topics: discovery

Stop Rescuing Revenue and Start Growing It

Posted by Bob Riefstahl on 12/10/2019 4:00 PM

We believe there’s a goldmine in your current customer base when Client Services Teams have a solid strategy to manage your relationships.

Does this sound familiar?

They licensed your solution, they signed up for a lower tier of users and options, they didn’t really implement it well, they didn’t interact during the subscription, and just before their renewal deadline you received an email informing you that they would no longer be using your platform.

Now you’re in crisis mode with a client you hardly know. You ask for a meeting, beg for continuation, ask what went wrong, offer discounts, etc. The problem was, they simply didn’t use the application like they thought they would and the cancellation is being directed by an executive that no one had met.

“With the right plan in place you’ll get the renewals AND grow revenue long after the sale.”

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8 Quick Rules to Follow When Storytelling

Posted by Bob Riefstahl on 11/20/2019 5:30 PM

 

It’s Q4 and the smaller deals in your pipeline aren’t going to make your year. But, you have a solid chance to make club on the beautiful beaches of Fiji while the rest of us are fighting the snow and slush in the dark days of February.  You’ve got one large, highly-competitive deal teed up.  It has been a 5-month sales process and you’re having one final preparation meeting before the demo. How are you going to make sure you close the deal?

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Topics: storytelling