EN 
ES 
Type Two Fun and Storytelling
Of course, everyone knows the three types of fun: Type One Fun: It was fun while it was happening, and it is fun to
Type Two Fun and Storytelling Read More »
Whose Value Numbers Are Most Believable?
Whose value numbers are most believable? The vendor’s numbers? Hardly! Industry numbers? Believable, but generally not sufficiently specific. Other similar customers? Much better… Your
Whose Value Numbers Are Most Believable? Read More »
Using Storytelling in New and Unexpected Ways!
Storytelling is used today in many customer-facing interactions including introductory calls, discovery, demos, and in some tactical portions of those conversations, such as handling
Using Storytelling in New and Unexpected Ways! Read More »
An Abbreviated Cultural Translation Table
When shown a new software feature… An American will say, “Wow, that’s awesome!” A German will say, “Ja, well, it is adequate.” And
An Abbreviated Cultural Translation Table Read More »
“Walk You Through Our Demo?”
Why do people always offer to “walk” me through a demo of their software? Frankly, I’d prefer to run! “Walking” implies a long, detailed,
“Walk You Through Our Demo?” Read More »
Demonstration or Demolition?
There are only a few letters difference between a demonstration and demolition! Traditional approaches demolish demos by: Saving the best for last Showing how
Demonstration or Demolition? Read More »
What Is the DIKW Pyramid – Why Is It Important and Where Do You Sit?
Data Information Knowledge Wisdom “The DIKW pyramid is a framework for transforming raw data into actionable wisdom through four progressive stages: Data, the raw
What Is the DIKW Pyramid – Why Is It Important and Where Do You Sit? Read More »
What’s a Story? What’s a Good Story? What’s a Great Story?
Articulating pain, followed by a few features, and then a value statement is not a compelling story: it is simply an advantage or benefit
What’s a Story? What’s a Good Story? What’s a Great Story? Read More »
“I Got the Job!”
“I got the job!” she reported, triumphantly. She said, “I used the stories in ‘Suspending Disbelief’ to answer the interviewer’s questions – and after
The Important Difference Between Symptoms vs a Correct Diagnosis When Doing Discovery
Pain is often a symptom of a bigger issue: a Critical Business Issue. Here’s a true story related to me recently: A friend complained
The Important Difference Between Symptoms vs a Correct Diagnosis When Doing Discovery Read More »