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The Golden Question
A clever version of a traditional approach resulted in an unanticipated outcome. “Judge a man by his questions rather than his answers.” –
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Can Upskilling Be Fun?
Yes! Stories make learning informative and entertaining: Doing Discovery is spiced with stories providing an outstanding foundation for doing discovery! Great Demo! leverages stories
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Suspending Disbelief – Are These Stories Any Good?
A lot of folks say yes! “Every one of these bonbons of wisdom were educational and entertaining at the same time” “They are amusing!
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What Is Suspending Disbelief?
Announcing the launch of Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)! Suspending Disbelief presents thirty-five engaging and occasionally
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The Reverse Demo: A Fabulous Discovery Method!
If you are looking to displace an existing system (either a competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo.”
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Ready, Fire, Aim! What’s the Difference Between Skills and Methodology?
We frequently see posts like: “42 Killer Discovery Questions!” “Crush Your Quota with These 17 Discovery Questions” “Top 20 Discovery Tips” Are these helpful?
Ready, Fire, Aim! What’s the Difference Between Skills and Methodology? Read More »
How Do You Create Truly Great Automated Demos?
Not by automating a Harbor Tour… Not by pounding “Tell Show Tell” over and over… And definitely not without: Setting Context Identifying Specific Challenges
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What Did You Learn in the Past Year That You Didn’t Know Before?
How about the last two years? Five years? Ten years? Fifteen, twenty, or more? Imagine tapping into that learning, that knowledge, that wisdom, saving
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Great Demo! Before and After Illustrations: A Visual Story!
A very effective method of presenting Great Demo! Illustrations is a “Before and After.” The “Before” is an image that represents your prospect’s sad,
Great Demo! Before and After Illustrations: A Visual Story! Read More »