Does one size of discovery fit all prospects? Nope! A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact …
Dimensions of Discovery – Webinar Recording Available Now Read More »
Assessing Demonstration Skill Levels – How Do You Rate? (A Never Stop Learning! Article) What’s in this article for you? Assess yourself and your …
Assessing Demonstration Skill Levels – How Do You Rate? Read More »
(What makes your demos remarkable?) In 2003, Seth Godin published “Purple Cow: Transform Your Business by Being Remarkable” which urged organizations to make and …
What Should Purple Cows and Demos Have in Common? Read More »
You are all aware of the Anchoring Effect, of course… But does the Anchoring Effect also apply to images and other entities in addition …
“This book is the book I never knew I needed to read!” – Adam Freeman Great reading over the holidays (any holidays!). Doing Discovery!
How many times have we heard a prospect ask, “Can your software do X?” and the vendor responds “Absolutely! Let me show you how …
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning! …
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge Read More »
I am absolutely delighted to announce the availability of Doing Discovery in Italian! Many thanks to Giorgio Gnoli who performed the translation. You can …
Doing Discovery Edizione Italiana – Doing Discovery Italian Edition Read More »
If it looks like a duck, swims like a duck, and quacks like a duck, then it must be a duck, right? Nope. It …
The Duck Test: The Curse of Expectation Bias in Discovery and Demos Read More »
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in …
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