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 »
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 »
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