Insufficient discovery causes: Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful Demos
What Does Insufficient Discovery Yield? Read More »
Vendors constantly struggle to answer this question – so let’s address it! How much discovery is enough? Is it… When you have a qualified
How Much Discovery Is Enough? Read More »
Why? Musicians understand dynamics (louds and softs). They know when and how to drop their voice to a whisper or deliver a forceful phrase.
Software Demos by Musicians: Musicians Have an Advantage! Read More »
AI personalizes but often without correct context. I can’t tell you how many LinkedIn messages I get that are “personalized” but ignore key information.
Using AI to Annoy Prospects? Read More »
Of Course! Best Practices Are Just Local Maxima… Five thoughts: What is currently considered a best practice today will likely be exceeded by another
Do Best Practices Age? Read More »
“Competition whose motive is merely to compete, to drive some other fellow out, never carries very far. The competitor to be feared is one
“Chirp chirp chirp chirp…” – The sound of crickets in an empty room Because he’d heard prospects ask certain questions repeatedly, he chose
Premature Elaboration – Another Sales Prevention Team True Story! Read More »
“But there’s so much to show…!” – SaaS Founder in year two “When you first released your MVP [Minimum Viable Product], how much
Founders’ Frustration – Another Sales Prevention Team True Story! Read More »
A Never Stop Learning! Article Are you or your colleagues unwitting members of the Sales Prevention Team? Many organizations have a “Sales Prevention Team:”
Stunningly Awful Sales Prevention Demos: Real-Life Examples of What Not to Do! Read More »
Do real-time AI coaching tools inhibit active listening? What’s your experience?
Do Real-time AI Coaching Tools Inhibit Active Listening? Read More »
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