How Is Memory Strength Like a Spiderweb?

The more strands and attachment points the better! Have you ever seen a spiderweb in a good breeze and been amazed at its tenacity?

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Uncovering Critical Business Issues – What, Why, and How

A Never Stop Learning! Article What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business

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SKO Swipes: Revenue Leaders LOVE These!

Revenue Generators: You won’t like this while it is happening, but you’ll thank your leaders afterwards! “Now THIS is different…!” I thought. I was

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“I was gratified to be able to answer promptly…”

“I was gratified to be able to answer promptly, and I did. I said I didn’t know” — Mark Twain

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Uncovering Critical Business Issues: A True Story

One day, a head of sales called me, out of the blue, and opened the conversation with, “Our demos suck…!” This was one of

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When Should Value Be Communicated?

When should you communicate tangible, specific value in your demos? Frequently! In Great Demo! methodology, our guidance includes: Right at the beginning of the

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Value: A Bit LESS About Numbers?

How many digits of Pi do you remember? How many digits of Pi do you use?! The math constant π (Pi) has an

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Perception

We note the presence of something new much more acutely than the absence of something old.

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Calculating Value: Numbers You Should Know

Value calculations rely on a number (pun intended!) of constants that every customer-facing vendor player should learn and memorize! Here are a few: Working

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