Here’s an example of the DIKW progression – contemplate sailing in the ocean: Data: The wind is blowing at 30 knots. Information: The forecast
Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Discovery? Read More »
A Never Stop Learning! Article “A journey of a thousand miles begins with a single step.” – Attributed to Lao Tzu “The best software journeys
Demo Storylines: Journey, Destination, or Both? Read More »
“If you automate garbage demos, you’re just sending out lots of garbage!“ It is not simply about presenting a clickstream or a choose-your-own-adventure pathway.
Automated Demos Best Practices: Specific Guidance! Read More »
If you automate garbage demos, you’re just sending out lots of garbage! I just returned from DemoFEST West where there was a lot of
Are Your Automated Demos Hurting You? Bad News! Read More »
I’m working on a new book, Suspending Disbelief: A Collection of Sales and Presales Stories (and Lessons Learned). It’s intended to be entertaining and
Suspending Disbelief – Book Prerelease – Are These Stories Any Good? Read More »
I joined the fine folks at Austin Lawrence Group for this 34-minute conversation: “Most sales teams think they’re great at discovery. The reality? About
You’re Probably Doing Discovery Wrong—And It’s Costing You Deals! Read More »
One of the most challenging aspects when doing discovery is avoiding the impression of an interrogation, and offering quid pro quos is a terrific
Doing Discovery: Two Thought-Provoking Tactics Read More »
I’ll be hanging out in the Partners area (Pacific Gallery on the 5th Floor) – please drop by! I’d be happy to chat, answer
Heading to DemoFEST West? Stop By and Say Hi! Read More »
How you present software can be as important as what you present. “We eat first with our eyes.” – Apicius On a
We Eat First with Our Eyes: With Food AND Demos Read More »
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