Imagine it is sunset… Beautiful colors ranging from brilliant oranges to deep violets: An entire spectrum! Or is it? Nope! We humans see only
Discovery and the Visible Spectrum: What Do You See? Read More »
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.
Ranging Probes – A Novel Discovery Probing Technique! Read More »
Sure! As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! or
Signed Copies for Your Kickoff? Read More »
How long does it take before a newly implemented, empty database becomes useful? What’s in This Article for You? The Empty Kitchen: A Story
The Database Breakeven Point – A Never Stop Learning! Article Read More »
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your
A “Thank You for Your Time” Alternative Read More »
“The single biggest problem with communication is the illusion that it has taken place.” – George Bernard Shaw
The Single Biggest Problem with Communication… Read More »
Alex, the presales team member, began the demo by carrying a large stack of paper into the room, walked to the front and dropped
Engaging the Five Senses in Your Demos Read More »
Nearly everyone today talks about the importance of empathy: Showing empathy in sales calls, being empathic in discovery conversations, and even “leveraging empathy to
What’s the Difference Between Empathy and Sympathy? Read More »
“We had a great discussion with Peter Cohan talking about the ONE topic he’s hearing right now in his conversations. It’s Storytelling! Listen in
Storytelling: An Intriguing Take, with a Real-Time Experiment! Read More »
This is a non-obvious obvious question! Many people find it easier to describe what they don’t want than what they do want! And while
Intriguing Discovery Question: What Are You NOT Interested In? Read More »
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