Does one size of discovery fit all prospects? Nope! A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact …
Dimensions of Discovery – Webinar Recording Available Now Read More »
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning! …
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge Read More »
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 …
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 …
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly …
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?” …
“Just show me the demo,” the prospect begs. “I need you to show them a killer demo,” the Sales Rep demands. As an SE, …
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 »
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