“Yes, But” = ?

“You’ve got a big fat butt!” exclaimed my roleplay partner Steve, triumphantly. We were at a sales kickoff training session where the speaker exhorted

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How Are Typical Demos Like an Awful Cooking Class? How Do YOURS Compare?

Imagine you’ve signed up for an in-person cooking class experience… You’ve been told you’ll be following a recipe to create a famous, delicious dish.

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Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Demos?

Here’s an example of the DIKW progression – contemplate crossing a small lake in the winter: Data: The temperature is below freezing. Information: There

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Are You in Software Presales or Sales? We Need Your Insights!

The fine folks at Saleo are running an important survey of sales and presales demo practices: Please provide your input! Here’s their description: “We’re

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Lessons Learned Writing Books about Sales and Presales

If you are thinking of drafting a book, or in the process of writing a book, this episode is for you! In this podcast,

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Can AI Agents Do Effective Discovery?

Can an AI agent evince real curiosity? Can an AI agent show real empathy? Can an AI agent make it a real conversation? Not

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AI and Humans: Perhaps Not So Different?

Someone recently posted that they “had watched twenty demos” and dispensed advice based on this limited experience. I thought, “Oh, that’s so cute: twenty

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