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What Is Uncontrolled Vocabulary?
“And we offer the highest degree of allowlisting,” said the sales rep. There were blank looks from the majority of the prospect players in
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Demos: Puzzles or Mysteries?
What’s the difference between a mystery and a puzzle, with respect to demos? With a puzzle, the more information you have, the closer you
Demos: Puzzles or Mysteries? Read More »
Critical Business Issue?
Many people struggle to understand the (critical!) difference between a Critical Business Issue and “pain” (or Problems/Reasons). Here’s an easy example to help clarify…
Critical Business Issue? Read More »
When Is 1 + 1 Much Greater Than 2?
Great Demo! is ground-breaking, Doing Discovery is delightfully differentiating, and together they are truly game-changing! While both methodologies can stand on their own, they
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Avoiding No Decision Outcomes
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly
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Upcoming Webinar: How Much Discovery Is Enough – Or Too Much?
Join us on Wednesday November 8 at 11:00 Pacific Time as we explore a number of intriguing and surprisingly important discovery parameters, based on
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Old vs New – Why Upgrade to Great Demo! Third Edition?
Great Demo! first appeared in 2003 – twenty years ago – and represented a major change in the process of preparing and delivering software
Old vs New – Why Upgrade to Great Demo! Third Edition? Read More »
Just Do It in Demos!
Is there anything you do, at work, that you’d want to take any longer than necessary? Nope. Then why would we show anything but
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Who’s Afraid of Asking Prospects for Specific Value Numbers?
Apparently, far too many sales and presales folks! Many sales leaders remark that “failure to uncover the value” is one of their sales teams’
Who’s Afraid of Asking Prospects for Specific Value Numbers? Read More »
Reducing “No Decision” Outcomes
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?”
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