Show all features is not effective……Such a great post from Max Luepertz on LinkedIn: This post follows on from my discovery meeting structure post but instead starts to answer the question ‘why do we do discovery in the first place’? There are lots of reasons to do discovery sessions: One of the biggest benefits to… Read More »A wild demo request appears: Pre-sales uses show all features!
A discovery meeting should not be a polite chat before a demo. When I run discovery sessions around process automation, whether that is Accounts Payable, Sales Order Processing, or Customer Enquiry Management, I usually frame the meeting around these three objectives.
Iām often called upon to conduct onsite process audits as a part of the pre-sales procedure. At times, driven by enthusiasm, a Business Development Manager might schedule the audit without the essential groundwork being laid. Allow me to share my favoured approach to preparing for a process audit. Initial Discovery Meeting: I prefer organising an… Read More »Mastering the Art of Process Audit Preparation: A Pre-Sales Perspective
Navigating the landscape of complex solutions presents an often daunting challenge for potential customers who seek to make direct comparisons between different offerings. How do you assist them in making an equitable evaluation? Recently, I’ve been dedicating time to competitive analyses, comparing our toolset with alternative options in the market. While I don’t have direct… Read More »Comparing Like with Like: Navigating Complex Solution Assessments
LinkedIn serves as an invaluable learning resource. Recently, I received an invitation to a meeting organised by the BDM titled “Helicopter view of X process.” Given that I was needed to facilitate this meeting, I found myself stumped. The objectives were unclear, and I had no way to prepare due to this ambiguity. I reached… Read More »Leveraging LinkedIn Insights: How the SIPOC Framework Saved My Meeting
Just because a business influencer appears to have a positive following doesn’t necessarily mean their message is right for you. The business world is becoming as filled with influencers as the rest of social media. This presents business content consumers with many of the same problems social consumers face. Questions arise like: Who should I… Read More »Deciphering the Business Influencer World: Finding Your Right Fit Amidst the Noise