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,
Three Thoughts on a Tuesday Morning Read More »
I rarely learn while I’m talking… Knowledge is finite, ignorance infinite! Some people are wise, but not decisive; some people are decisive,
Three Thoughts on a Tuesday Morning Read More »
The anchoring effect applies to images as well as written or spoken content. The first version of a solution that a prospect sees biases
The First Demo Takes Advantage of the Anchoring Effect! Read More »
Volume discounts? Yes! Book club support? Yes! Signed copies? Yes, again! For those who want to provide Great Demo!, Doing Discovery, and Suspending Disbelief
I was the prospect listening to a vendor present their offering. The salesperson was working his way through their product presentation and entered a
More Premature Elaboration: A Competitive Oops! Read More »
Delight in being surprised – embrace it – because it means you just learned something! And if you’re curious, here are a few wonderful
Delight in Being Surprised! Read More »
This lament came from a head of sales. He noted that they had invested in storytelling training, thinking that storytelling skills would give his
“We Tell Great Stories but We Lose the Business…!” Read More »
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
“Doing Discovery” SE Book Club – What’s YOUR Discovery Skills Level? Read More »
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
Diary of a Sales Engineer – Storytelling Episode! Read More »
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
Ass-u-me – A Short-cut Discovery Tragedy! Read More »
When in a competitive “bake off” or similar situation where multiple competitors will deliver demos to a prospect, be first. Why? Two reasons! Being
In a “Bake Off?” Demo First! Read More »