(No, not Always Be Closing…!) ABC = Always Be Curious! Being genuinely curious turns discovery sessions from inquisitions and interrogations into comfortable, bidirectional conversations.
Doing Discovery Is as Simple as ABC Read More »
Does one size of discovery fit all prospects? Nope! A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact
Dimensions of Discovery – Webinar Recording Available Now Read More »
(What makes your demos remarkable?) In 2003, Seth Godin published “Purple Cow: Transform Your Business by Being Remarkable” which urged organizations to make and
What Should Purple Cows and Demos Have in Common? Read More »
You are all aware of the Anchoring Effect, of course… But does the Anchoring Effect also apply to images and other entities in addition
How Does the Anchoring Effect Impact Demos? Read More »
“This book is the book I never knew I needed to read!” – Adam Freeman Great reading over the holidays (any holidays!). Doing Discovery!
“This book is the book I never knew I needed to read!” Read More »
How many times have we heard a prospect ask, “Can your software do X?” and the vendor responds “Absolutely! Let me show you how
Managing Questions and “Reciprocal Inquiry” Read More »
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning!
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge Read More »
I am absolutely delighted to announce the availability of Doing Discovery in Italian! Many thanks to Giorgio Gnoli who performed the translation. You can
Doing Discovery Edizione Italiana – Doing Discovery Italian Edition Read More »
If it looks like a duck, swims like a duck, and quacks like a duck, then it must be a duck, right? Nope. It
The Duck Test: The Curse of Expectation Bias in Discovery and Demos Read More »
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in
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