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 »
“This book is the book I never knew I needed to read!” – Adam Freeman Great reading over the holidays (any holidays!). Doing Discovery!
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 »
I am absolutely delighted to announce the availability of Doing Discovery in Italian! Many thanks to Giorgio Gnoli who performed the translation. You can …
Doing Discovery Edizione Italiana – Doing Discovery Italian Edition 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 …
What’s the difference between a mystery and a puzzle, with respect to demos? With a puzzle, the more information you have, the closer you …
Many people struggle to understand the (critical!) difference between a Critical Business Issue and “pain” (or Problems/Reasons). Here’s an easy example to help clarify… …
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 …
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