What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention
We Are Programmed to Forget – And How That Impacts Our Demos Read More »
“Every system is perfectly designed to get the results it gets…” W. Edwards Deming Most current qualification processes are perfectly designed to protect valuable
A Novel Approach to Qualification Read More »
I’ve been experimenting with “establishing rapport” in discovery calls and believe I’ve uncovered a more effective approach… Traditionally, vendors seek to establish rapport in
A Twist on Establishing Rapport Read More »
Multiple Choice: A) One compelling software screen, properly presented, is worth 1000 words. B) One compelling software screen, properly presented, is worth 1000 mouse
What Is a Compelling Image Worth in a Demo? Read More »
(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 »
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