Buck’s Restaurant in Woodside, California was renowned as a place where many Silicon Valley startups were founded. Stories of cocktail-napkin drawings sketched at Buck’s
A Late Majority Story: No Compelling Reason to Change Read More »
“In discovery, people and organizations want you to understand their perceived uniqueness; with solutions, they want to be part of a group.” Join us
Next Tuesday August 5 – The SE Book Club – Live! Read More »
Elevator pitches are sadly boring and ineffective. Here’s a story that led to a new way to catalyze sales conversations! Many years ago (in
A Surprisingly Effective Alternative to Elevator Pitches: Provocative Questions! Read More »
How many Google Map or Yelp reviews do you need to convince you to try that new business? “Torture the data, and it
What’s the Value of an Empty Database? Read More »
Regarding capabilities that our software lacked but some prospects desired, one of our salespeople was known to ask, “If it had it, would you
A prospect reported: “We told the vendors over 90% of orders came via phone and need to be completed in 45 seconds. One vendor
Too Complicated! – A Sales Prevention Team Demo Story Read More »
Sadly, not enough! Most focus on the least important idea: how the software works. And they ignore what problems need to be
Are Automated Demos Getting the Job Done? Read More »
I just saw an offer for a 3-minute “MasterClass” I’m amused. The MasterClass overflows with content Briming with compelling analogies and stories Bursting
A 3-Minute MasterClass? Read More »
“Ugh – I learned it the hard way. This would have saved me five years!” “I didn’t realize what I was doing was a
Suspending Disbelief: 5 Minutes Can Save You 5 Years (or More! ) Read More »
A sales methodology trainer shared this intriguing story: “There were two vendors competing for a prospect’s business, a very large opportunity. Both vendors were
How Can Setting Expectations Impact Sales? Read More »
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