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Ron Kendig

Does Your Team Have “Discovery” Fatigue?


We all know the importance of Discovery, there is an entire chapter in “Demonstrating to Win!” dedicated to the subject. In Bob Riefstahl’s and Dan Conway’s new book Rule of 24: The Future of B2B Client Engagement, I searched the term “Discovery” and there were 155 instances.  Why? Because a good discovery sets up your team to be able to align your solution to your client needs and deliver a targeted demo or sales presentation.  Most tech sellers will agree it’s an important step in the sales process.  Here’s the problem: prospects, customers, sales reps, technical reps, client success, everyone… are getting discovery fatigue.   Read More »Does Your Team Have “Discovery” Fatigue?

Basics of Bookending a Meeting

Depositphotos_9521267_l-2015It’s difficult to find a more effective meeting than one that has been through the bookending process. And though that may sound uber literary in nature, I assure you that is really more of a time management and preparation trick that will save you valuable time and effort in the long run. To put it more simply, these are your “before” and “after” meetings.

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Demo Master: Three Quick Steps to Take Complete Control of Your Presentation 


All too often we relegate the demo to the “been there, done that” corner, content to put into practice all of the tired, tried and possibly true techniques that will get us in the door but see us coming up short when it comes down to closing with confidence and power. Today we’ll examine some of the practices that can be tossed out with tomorrow’s trash, and look at ways to pump up our demo game.

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[VIDEO] Conquering Camera Shyness in Sales

It’s easy to understand the ever-expanding role of video in sales and marketing. Contrary to the plethora of dry emails and not so warm cold calls clients regularly receive, video humanizes the pitch and process, while offering personalization in a world that seems to exist in a constantly expanding digital realm. Video allows you to make an impression that just isn’t possible without putting your best (visual) self forward, and is the next best thing to a face to face encounter. And while we clearly comprehend the necessity of giving clients all you’ve got, sometimes calming the nerves that creep up as we prepare to present can be a bit of a challenge. Luckily, getting rid of those butterflies can be as easy as 1-2-3-4. Following the steps below will certainly set you up for success as you prepare to step in front of the camera:

Read More »[VIDEO] Conquering Camera Shyness in Sales