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A sales methodology trainer shared this intriguing story: “There were two vendors competing for a prospect’s business, a very large opportunity. Both vendors were ...

The optimist says, “My cup is half full!” The pessimist says, “My cup is half empty!” The presales person says, “That cup is twice ...

The Credit Card Story: I was doing a demo for a small but important prospect.   The CEO of the company was the key ...

Discovery should be perceived by your prospects as a two-way conversation, where both parties take away useful information.   “A conversation is a dialogue, ...

Do you know everything about the products you buy?   “Informed decision-making comes from a long tradition of guessing and then blaming others for ...

Sometimes a good metaphor or analogy can save the day.   “People don’t resist change. They resist being changed!” – Peter Senge   Years ...

Waaay back at the turn of the century (2000, not 1900), I purchased a CRM system for my organization, amounting to an investment of ...

“Drive-in banks were established so most of the cars today could see their real owners.” – E. Joseph Cossman “If all the cars in ...

Experience is knowing what questions to ask.   “If at first you don’t succeed, that’s about average for a construction project.” — Sam “The ...

Word choice can be critical!   “The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw ...

An intriguing discovery dimension is learning about your prospects’ physical environment, and it can be differentiating.   “The real voyage of discovery consists not ...

“Half the world is composed of people who have something to say and can’t, and the other half who have nothing to say and ...

Dealing with software disasters can cause frustration, fear, and panic, and sometimes surprising elegance.   “Programming today is a race between software engineers striving ...

When you find you repeat the same, exact process over and over and over, you should consider automating it.   “The first rule of ...

He did indeed touch type: He just used two fingers.   “Simplicity is the ultimate sophistication” – Leonardo da Vinci   I once worked ...

(Before the appearance of the Euro, we maintained a collection of envelopes each containing a European currency: German Marks, French Francs, Italian Lira, Spanish ...

This was a personal Dunning Kruger experience for me.   “In literature the ambition of the novice is to acquire the literary language; the ...

If your demo content isn’t meaningful, adding decorations won’t help. In fact, it may hurt!   “Get your facts first, then you can distort ...

This took place when screen sharing was still comparatively crude.   “You can always find a distraction if you’re looking for one.” – Tom ...

A lack of situational awareness can be costly.   “It’s the little details that are vital. Little things make big things happen.” –  John ...

Prospects don’t know what they don’t know, and part of discovery is to understand and address this.   “An optimist will tell you the ...

One of the key ideas of Aikido is to deflect your opponent’s energy and momentum or use it against them. The same idea can ...

Here’s another reason to pay attention to your habits.   “I could have been a Rhodes Scholar, except for my grades.” – Duffy Daugherty ...

Discussions about the relative merits of technology can be endless.   “The real problem is not whether machines think but whether men do.” – ...

A clever version of a traditional approach resulted in an unanticipated outcome.   “Judge a man by his questions rather than his answers.” – ...