“Drive-in banks were established so most of the cars today could see their real owners.” – E. Joseph Cossman “If all the cars in
Buyer Enablement and Transition Vision: Which Vendor Will Get Your Business? Read More »
Buyer Enablement endeavors to remove as much friction as possible from prospects’ buying processes and anticipate their needs. It is a major, delightful shift
Buyer Enablement: A Whole New Game Read More »
Experience is knowing what questions to ask. “If at first you don’t succeed, that’s about average for a construction project.” — Sam “The
Discovery: The Surprising Importance of Environment Read More »
Illustrations: Doing the Last Thing First! An Advanced Never Stop Learning! Article “Wow!” exclaimed the CRO, “You really nailed it. That’s exactly what I’m
Illustrations Article: Doing the Last Thing First! Read More »
Word choice can be critical! “The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw
What Did You Say? What Did You Mean? Read More »
An intriguing discovery dimension is learning about your prospects’ physical environment, and it can be differentiating. “The real voyage of discovery consists not
Discovery Tip and Story: Tour the Facilities! Read More »
“Half the world is composed of people who have something to say and can’t, and the other half who have nothing to say and
“I Want This to Be Interactive…!” Read More »
Illustrations: Doing the Last Thing First An Advanced Never Stop Learning! Article “Wow!” exclaimed the CRO, “You really nailed it. That’s exactly what I’m
Illustrations: Doing the Last Thing First! Read More »
Dealing with software disasters can cause frustration, fear, and panic, and sometimes surprising elegance. “Programming today is a race between software engineers striving
The System Is a Bit Slow Right Now… Read More »
When you find you repeat the same, exact process over and over and over, you should consider automating it. “The first rule of
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