Four Stages of Competence in Discovery
Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative
Four Stages of Competence in Discovery Read More »
Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative
Four Stages of Competence in Discovery Read More »
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Picture this: A pelican crashes into the ocean
Presales: What’s Your Cultural Ecotone? Read More »
Whether you are in your first month, first year, or first decade, if you are pursuing best practices or establishing new ones you are
Presales Rising Star? Read More »
“What they don’t see won’t hurt you!” There’s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can
Buying It Back: Some Good News! Read More »
You are in a restaurant and ask for a glass of wine. Your waiter brings the glass and a full bottle of wine to
Are You Buying It Back? An Analogy! Read More »
If you’ve ever heard these objections, you were probably Buying It Back: “We don’t want the Cadillac; we just need a Chevy!” “It’s way
How Do You Know When You’re Buying It Back? Read More »
“We’re gonna need a big discount…” declared the prospect. “What? Why?” reacted the salesperson, clearly surprised. “In the demo, you showed us a lot
Are You Buying It Back? Read More »
Regarding the role of sales in demos, here’s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little
The Role of Sales in Great Demos Read More »
“The man who does not read good books has no advantage over the man who cannot read them.” — Mark Twain
The Man Who Does Not Read Good Books… Read More »