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How Chunking Improves Demos – Part 2: Short Chunks and Pauses!
Does time play an important role in chunking? “You can have it all. Just not all at once.” – Oprah Winfrey Just
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How Chunking Improves Demos
Bitesize Bits Are Better: Here’s Your First! “A wealth of information creates a poverty of attention.” – Herbert A. Simon Read this
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Do You Read as Much as You Post?
“We have two ears and one mouth so that we can listen twice as much as we speak.” – Epictetus Here’s an intriguing
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Dealing with “Just Show Me a Demo?” Seven Methods to Move into Discovery
Far too often, prospects demand, “Just show me a demo…!” when we know the correct approach is to invest, mutually, in a discovery conversation. But
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Expansion Questions – An Essential Discovery Skill
Your prospect admits, “It’s a manual process.” You reply, “Does it typically go smoothly? What happens when someone is on vacation?” “It’s a mess!
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Suspending Disbelief: “Short Stories, Big Lessons”
You can learn the hard way or… “I’ve been a longtime fan of Peter Cohan, and Suspending Disbelief did not disappoint. He’s one of
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Four Stages of Competence in Discovery
Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative
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Are you Buying It Back?
A Painful and Expensive True Story “We’re gonna need a big discount…” declared the prospect. “What? Why?” reacted the salesperson, clearly surprised. “In the
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Presales: What’s Your Cultural Ecotone?
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Picture this: A pelican crashes into the ocean
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Presales Rising Star?
Whether you are in your first month, first year, or first decade, if you are pursuing best practices or establishing new ones you are
Presales Rising Star? Read More »