If you’ve been following my journey for some time, you’ll be aware that I’ve been refining my approach to discovery sessions. My current approach includes: I usually commence the meeting by clarifying my intentions. Typically, I aim to: Subsequently, I always ensure I pose the question: “What are you hoping to achieve in this session?”… Read More »Mastering Discovery Sessions: My Refined Approach and Key Questions
I’ve recently been following many pre-sales leaders on LinkedIn, which has sparked some thoughts about our discovery process, including the questions we ask and the desired outcomes. It’s a bit challenging because there isn’t a one-size-fits-all approach, and what happens before the discovery phase can impact our decisions within it. We need to carefully consider… Read More »Enhancing Discovery: Improving Questions, Outcomes, and Meetings
Last week, I shared an update on LinkedIn about the promising schedule I had for the upcoming week. The Automation Consultants have been achieving great results, and my calendar was fully booked with the following meetings: 7 new discovery meetings for 7 exciting automation projects. 2 productive RPA meetings that should lead to the creation… Read More »A Week of Achievement: Celebrating Success with RPA Projects and Tangible Returns
Lately, the topic of ‘storytelling’ has gained significant traction across professional platforms such as LinkedIn and other social media networks, particularly in regard to its role in the sales process. A noteworthy perspective on this subject has been shared by Jon Brosio in his LinkedIn post. Brosio lays out an effective narrative framework for storytelling,… Read More »Transforming Sales Strategy: The Power of Narrative Storytelling
During a recent discovery call, I had an encounter with an individual who not only inundated the conversation with buzzwords but also mentioned the notorious game of buzzword bingo! I checked off the following buzzwords: • RPA (Robotic Process Automation) • Power Apps • Power Query • ‘Surface data’ • Logic App • AI (Artificial… Read More »Unveiling the Buzzword Bingo Phenomenon: Navigating the World of Tech Jargon
One aspect of working in pre-sales that I enjoy is the constant variation in tasks and the opportunity to engage with diverse clients. In my role, I find myself immersed in a wide range of activities, including: The ever-evolving nature of my responsibilities ensures that monotony remains at bay. However, it’s important to note that… Read More »The Dynamic World of Pre-Sales: Embracing Variety, Challenges, and the Art of Balancing Multiple Projects
In today’s interconnected world, businesses often face challenges in managing processes across different regions. In this blog post, I will explore a real-life scenario involving a client with business units spread globally and the importance of sequential steps in their back-office operations. I will highlight the contrasting approaches taken by two regions, emphasising the significance… Read More »The Power of Sequenced Steps: Unleashing Success through Methodical Processes
Yesterday, I had a meeting with a company that does not enforce the use of Purchase Orders (POs). I regularly encounter three main scenarios that shed light on this issue: The risks associated with the absence of Purchase Orders are evident, which include: – Lack of cost control. – Difficulty in predicting cash flow requirements.… Read More »Unravelling the Risks: Why Are Some Companies Still Avoiding Purchase Orders
Discovery meetings are essential for pre-sales consultants to understand client needs and deliver tailored demonstrations. Avoiding assumptions is key to ensuring truly personalised demos. In this blog post, I highlight the significance of active listening and the drawbacks of assumptions during discovery meetings, emphasising the importance to tailored demonstrations. Never ASSUME it makes an ‘ASS’… Read More »The Power of Discovery: Tailored Demonstrations Without Assumptions
I was chatting to a prospective client during a discovery meeting recently talking about the benefits of implementing intelligent document processing to assist with accounts payable and they were coming up with some good benefits themselves. One of their top benefits – a better exit. This company has scaled quickly and the owner has kept… Read More »Preparing for Exit: Leveraging Automation for a Smooth Transition