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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
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Doing Discovery
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
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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.
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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
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“This book is the book I never knew I needed to read!”
“This book is the book I never knew I needed to read!” – Adam Freeman Great reading over the holidays (any holidays!). Doing Discovery!
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Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning!
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Doing Discovery Edizione Italiana – Doing Discovery Italian Edition
I am absolutely delighted to announce the availability of Doing Discovery in Italian! Many thanks to Giorgio Gnoli who performed the translation. You can
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The Duck Test: The Curse of Expectation Bias in Discovery and Demos
If it looks like a duck, swims like a duck, and quacks like a duck, then it must be a duck, right? Nope. It
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Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in
Demos: Puzzles or Mysteries?
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
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