EN 
ES 
Lunch and Learn Demos: A Potent Practice
A Never Stop Learning! Article “There are no wrong turns, only unexpected paths.” – Mark Nepo What’s in this article for you? How
Lunch and Learn Demos: A Potent Practice Read More »
Does LinkedIn Suffer from Brandolini’s Law?
“Brandolini’s law, also known as the bulls**t asymmetry principle, is an internet adage coined in 2013 by Alberto Brandolini, an Italian programmer, that emphasizes the effort of
Does LinkedIn Suffer from Brandolini’s Law? Read More »
Do You Suffer the Curse of Knowledge?
Far too many sales, presales, and customer success people assume that their understanding of their prospects’ and customers’ situations is accurate, because these teams
Do You Suffer the Curse of Knowledge? Read More »
Which of These Discovery Elements DON’T You Know?
How to Use Discovery Documents The Breadth of the Discovery Space Multiple Prospect Perspectives Wants vs Needs The Three Types of Probes Expansion Questions
Which of These Discovery Elements DON’T You Know? Read More »
Eat Your Own Dog Food?
I frequently hear “We eat our own dog food” from software vendors and, while it’ a good thing that they use their own product,
Eat Your Own Dog Food? Read More »
One of the Best Worst Demos Ever: Rockwell’s Retro Encabulator!
If you haven’t seen this before, note how long it takes before you… well, you’ll see! If you have seen it before, enjoy it
One of the Best Worst Demos Ever: Rockwell’s Retro Encabulator! Read More »
Some Great Lessons in Storytelling
“Truth Is the Arrow, Mercy Is the Bow: A DIY Manual for the Construction of Stories” by Steve Almond is an intriguing and occasionally
Some Great Lessons in Storytelling Read More »
“Tell Show Tell” Risks!
Many people in sales and presales have been taught to “Tell Show Tell” when demonstrating their software. It’s a good approach, but you need
“Tell Show Tell” Risks! Read More »
As a Prospect, Suffering Through a Typical Discovery Call Is Like…
Filling out a paper intake form at a hospital while you are bleeding profusely and in pain! Taking your ailing auto to a bad
As a Prospect, Suffering Through a Typical Discovery Call Is Like… Read More »
Closed?
Why is it called “closed” if it’s supposed to be the opening of a long customer relationship?