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Exceptionally Useful Doing Discovery Book Review
This is an extremely helpful review by Art Fromm of Doing Discovery, offering excellent guidance on how best to consume the book! “As a
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30 Doing Discovery Insights: The Tony Moze Podcast – How to Do Discovery in Sales & Presales
I joined Tony Moze for this 65-minute exploration of: Why I wrote Doing Discovery “It’s not what I know, it’s what they tell me…!”
Seven Validated Habits for Stunningly Successful Demos
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
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Webinar Recording: Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording. “Help me understand how to handle customer
ChatGPT for Analogies
One terrific use of ChatGPT is to suggest analogies (or metaphors) to aid in your descriptions of features, functions, problems, outcomes, etc. For example,
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Demos and Prospects’ Mindset: Skeptical!
Most prospects have a skeptical, “prove it to me” mindset when they join a demo meeting, which means that vendors are starting their demos
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Storytelling Umami
What makes a good story great? The story itself can have all the elements of a good story (see Chip and Dan Heath’s Make
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Great Demo! 3rd Edition – Pre-Call for Prerelease Feedback
Hi All, I’m in the process of drafting a 3rd Edition of Great Demo! and am looking for folks who would be willing and
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