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pre-sales

Evolving My Approach to Discovery Meetings: Adapting for Better Outcomes

My approach to discovery meetings is continually evolving. To ensure I’m well-prepared, I allocate dedicated time each week for preparation: By chasing notes on Friday morning, I give consultants sufficient time to write up and send their notes ahead of my Monday morning preparation slot. Cheat Sheets for Discovery Meetings I’ve developed cheat sheets for… Read More »Evolving My Approach to Discovery Meetings: Adapting for Better Outcomes

Comparing Like with Like: Navigating Complex Solution Assessments

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

Leveraging LinkedIn Insights: How the SIPOC Framework Saved My Meeting

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

Mastering Discovery Sessions: My Refined Approach and Key Questions

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

Deciphering the Business Influencer World: Finding Your Right Fit Amidst the Noise

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

Enhancing Discovery: Improving Questions, Outcomes, and Meetings

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

Perfecting the Art of Delivery: Leveraging Feedback for Better Client Engagement

Small variations in explaining a concept can generate significant impact. After every demonstration, I typically consult the Automation Consultant for feedback. I’m interested in their thoughts on my delivery, the aspects they appreciated, and those they didn’t, along with their views on the potential development of the opportunity. Such feedback serves as an avenue for… Read More »Perfecting the Art of Delivery: Leveraging Feedback for Better Client Engagement

Seeking Validation in the Social Media Maze: A Personal Journey

It’s a peculiar thing, isn’t it? You put out a post on social media and find yourself waiting for responses and likes, sometimes feeling a tad anxious about whether you’ve unintentionally communicated something that could be misconstrued or if you’ve presented yourself in an unintended light. Just yesterday, I responded to a post on LinkedIn… Read More »Seeking Validation in the Social Media Maze: A Personal Journey

Agreeing Success Rates: A Fresh Approach to Accounts Payable / Sales Order Processing Projects

We’ve recently adopted a slightly different strategy to ensure we’re completely aligned with our clients’ objectives for an accounts payable / sales order processing project. As part of this new method, our Business Process Consultants are now establishing the percentage of success that clients are aiming for before initiating the project. Surprisingly, I’ve noticed that… Read More »Agreeing Success Rates: A Fresh Approach to Accounts Payable / Sales Order Processing Projects