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What Happens If You Train an AI Engine with…?
What happens if you train an AI engine with poor data? You get Artificial Ignorance! What happens if you train an AI engine
What Happens If You Train an AI Engine with…? Read More »
A Perfect Demo Environment
A Perfect Demo Environment A Never Stop Learning! Article Have you ever said or heard: “Sorry, I don’t have an example like that
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Demo Storylines: Journey, Destination, or Both?
There’s a lot of discussion today about storytelling in demos and related sales activities. Many software vendors talk about “The Journey” or “The Customer’s
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“Supposing is good, but finding out is better.”
“Supposing is good, but finding out is better.” – Mark Twain Just because all your existing customers suffered from X, Y, and Z doesn’t
“Supposing is good, but finding out is better.” Read More »
Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Discovery?
Here’s an example of the DIKW progression – contemplate sailing in the ocean: Data: The wind is blowing at 30 knots. Information: The forecast
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Demo Storylines: Journey, Destination, or Both?
A Never Stop Learning! Article “A journey of a thousand miles begins with a single step.” – Attributed to Lao Tzu “The best software journeys
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Automated Demos Best Practices: Specific Guidance!
“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.
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Are Your Automated Demos Hurting You? Bad News!
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 »
Suspending Disbelief – Book Prerelease – Are These Stories Any Good?
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
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You’re Probably Doing Discovery Wrong—And It’s Costing You Deals!
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 »