What can presales (and other customer-facing folks) learn from stand-up comedians about demos and presentations? They test, discard, keep, refine, and harden new and
What Should Stand-up Comedians and Presales Have in Common? Read More »
One picture is worth 1000 words; one Great Demo! Illustration is worth 1000 mouse clicks!
Pearls and Epiphanies: One Picture Is Worth 1000 Words; One Illustration Is Worth…? Read More »
A Prospect’s Tale A Hopefully Humorous Account of Woe and Triumph (A Never Stop Learning! Article) What’s in this article for you? Part
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are
Thinking About Your SKO? Read More »
A non-U.S. colleague recently asked me about “EZ Access” and similar uses of “EZ”. They had been trying to sound it out, saying, “Ee-Zed…”
Being early is on time; Being on time is late; And being late is inexcusable!
Pearls and Epiphanies: Meetings Read More »
Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how
How Is Cooking Like Doing Discovery and Demos? Read More »
Think about what you did first thing on Monday morning. (I mean, after you consumed the comics or the sport scores or other news…!)
What’s the Connection Between Monday Morning and Vision Generation Demos? Read More »
What’s the Value of Better Demos? A Never Stop Learning! Article What’s in this article for you? 🗸 Your own estimates…! 🗸 The value
What’s the Value of Better Demos? (A Never Stop Learning! Article) Read More »
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t
Webinar Recording – “Discovery Masterclass” Read More »
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