“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” This quote is from the head
Upcoming Webinar: Seven Levels of Stunningly Successful Discovery Read More »
Here’s a tip most people don’t know…! While I strongly recommend against inflicting corporate overview presentations on your prospects, some elements from typical corporate
Competitive Differentiation via Whole Product Analysis Read More »
Learning is the only exit from the insanity of doing the same thing over and over and expecting a different result! But how much
How Much Learning Is Enough? Read More »
I’m amused to learn that my presentation “Seven VALIDATED Habits for Stunningly Successful Demos” was one of the top ten at Demofest. Frankly, I
Gosh – Top Ten at Demofest Read More »
What does this mean? Buyers don’t want to engage with salespeople, initially. Buyers want to pursue their processes of problem analysis, information gathering, and
Buyers Don’t Want a Relationship with Sales … Until They Do! Read More »
Stephen Covey said, “Begin with the end in mind.” I would add, “End with the next beginning in mind!”
The Next Beginning? Read More »
“I’ll connect my AI to your AI and let them complete the process…”
Typical Sales/Buying Process in 2027? Read More »
While listening to Demofest presentations and perusing LinkedIn posts, I’m amused to see claims that “the presales function began…” with dates that correspond to
How Old Is Presales? Read More »
I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has
Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer! Read More »
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading/listening plan: A combo approach!
Great Demo! or Doing Discovery – Which to Read First? Read More »
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