EN 
ES 
Do You Track How Much Discovery Is Done?
Are you? Can you? Should you? What would you learn if you do track it? What are you missing if you don’t? Recommendation: At
Do You Track How Much Discovery Is Done? Read More »
Doing Discovery
No Decisions: It’s not simply “the elephant in the room”, it’s an entire herd of elephants!
Gartner and others estimate that on average 45% of all forecasted sales opportunities end in a No Decision outcome. That’s an enormous consumption of
“I’m not everybody…”
“I’m not everybody…” That’s what a prospect senior manager said when responding to the vendor’s comment that “Everybody likes this feature…” during a demo.
“I’m not everybody…” Read More »
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer!
I’d be happy to join a session with your team to answer questions or discuss examples. Please let me know if you are interested
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer! Read More »
Assessing Discovery Skill Levels – How Do You Rate?
Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job
Assessing Discovery Skill Levels – How Do You Rate? Read More »
Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading plan: A combo approach!
Great Demo! or Doing Discovery – Which to Read First? Read More »
A Novel Approach to Qualification
“Every system is perfectly designed to get the results it gets…” W. Edwards Deming Most current qualification processes are perfectly designed to protect valuable
A Novel Approach to Qualification Read More »
A Twist on Establishing Rapport
I’ve been experimenting with “establishing rapport” in discovery calls and believe I’ve uncovered a more effective approach… Traditionally, vendors seek to establish rapport in
A Twist on Establishing Rapport Read More »
Doing Discovery Is as Simple as ABC
(No, not Always Be Closing…!) ABC = Always Be Curious! Being genuinely curious turns discovery sessions from inquisitions and interrogations into comfortable, bidirectional conversations.
Doing Discovery Is as Simple as ABC Read More »
Dimensions of Discovery – Webinar Recording Available Now
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 »