If it looks like a duck, swims like a duck, and quacks like a duck, then it must be a duck, right? Nope. It
The Duck Test: The Curse of Expectation Bias in Discovery and Demos Read More »
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in
“And we offer the highest degree of allowlisting,” said the sales rep. There were blank looks from the majority of the prospect players in
What Is Uncontrolled Vocabulary? Read More »
Great Demo! is ground-breaking, Doing Discovery is delightfully differentiating, and together they are truly game-changing! While both methodologies can stand on their own, they
When Is 1 + 1 Much Greater Than 2? Read More »
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly
Avoiding No Decision Outcomes Read More »
One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they
Working Seamlessly as a Sales Team Read More »
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?”
Reducing “No Decision” Outcomes 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…”
I worked as an extra on several films and television shows where we were referred to affectionately as “background.” The purpose of background is
The Surprising Impact of Your Background on Sales 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 »
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