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Three Thoughts on a Tuesday Morning
I rarely learn while I’m talking… Knowledge is finite, ignorance infinite! Some people are wise, but not decisive; some people are decisive,
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The First Demo Takes Advantage of the Anchoring Effect!
The anchoring effect applies to images as well as written or spoken content. The first version of a solution that a prospect sees biases
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Signed Copies for SKO? Book Club? Quarterly Gathering? Rewards for Great Performance? Volume Discounts?
Volume discounts? Yes! Book club support? Yes! Signed copies? Yes, again! For those who want to provide Great Demo!, Doing Discovery, and Suspending Disbelief
More Premature Elaboration: A Competitive Oops!
I was the prospect listening to a vendor present their offering. The salesperson was working his way through their product presentation and entered a
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Delight in Being Surprised!
Delight in being surprised – embrace it – because it means you just learned something! And if you’re curious, here are a few wonderful
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“We Tell Great Stories but We Lose the Business…!”
This lament came from a head of sales. He noted that they had invested in storytelling training, thinking that storytelling skills would give his
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“Doing Discovery” SE Book Club – What’s YOUR Discovery Skills Level?
I joined Kintan Brahmbhatt, Co-Founder and CEO of Olto Labs, for this intriguing and enlightening discussion of discovery skills, methods, tips, and examples. We
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Diary of a Sales Engineer – Storytelling Episode!
From the fabulous Hosts: “Stories are what make us human. They’ve helped us pass down knowledge and values for generations. Take the tortoise and
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Ass-u-me – A Short-cut Discovery Tragedy!
Not long ago, I was working with a high-level champion who had purchased and enjoyed our product at his previous company and wanted to
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In a “Bake Off?” Demo First!
When in a competitive “bake off” or similar situation where multiple competitors will deliver demos to a prospect, be first. Why? Two reasons! Being
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