Uncovering “pain” is NOT ENOUGH!

45% of all SaaS sales opportunities end as “No Decision” outcomes. That’s nearly HALF of the opportunities you pursue! Would you like some of

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Storytelling Umami!

What makes a good story great? Your story might include the key storytelling elements and yet still not be compelling. Why? It lacks storytelling

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Forgotten vs Verbatim: A Storytelling Superpower!

Describe a key capability to a prospect as a “fact” or feature and it is often quickly forgotten. Use a compelling analogy or metaphor

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The Myth of the Informed Buyer

“They don’t know what they don’t know…!” Analysts observe that buyers have often completed 67% of their buying journey before engaging with live sellers.

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Flip the Script on Your Internal Demo Training?

“It’s easier to learn than unlearn…!” Imagine you’ve just hired a new group of presales folks, or you are running an internal presales academy…

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What Is Incremental Discovery?

It’s been a while, and you realize it’s time to check-in with an existing prospect or customer. You ask, “What’s changed since we last

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Discovery and the Visible Spectrum: What Do You See?

Imagine it is sunset… Beautiful colors ranging from brilliant oranges to deep violets: An entire spectrum! Or is it? Nope! We humans see only

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Ranging Probes – A Novel Discovery Probing Technique!

When doing discovery, Ranging Probes are a wonderful solution when dealing with “squishy” information or situations where your prospect’s answers might span a spectrum.

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