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 »
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!” she reported, triumphantly. She said, “I used the stories in ‘Suspending Disbelief’ to answer the interviewer’s questions – and after
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 »
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 »
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