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“They Said They Need It Yesterday…”
That’s good, right? Nope. They didn’t take action yesterday, or the day before, or the day before that, or before that… Every day that
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Doing Discovery
The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences
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How Much of Your Time Is Wasted in No Decision Outcomes?
Sadly, if you are in B2B sales or presales, an average of 45% of your time is wasted in sales opportunities that go… nowhere!
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Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
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Presales: A Multi-Dimensional Cultural Ecotone
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Ecotones, such as coastal and mountainous regions, are
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Considering Presales? Interviewing? Newly Hired? Check Out This Path to Presales Podcast
I joined Matt Madden for this 1-hour exploration of your first few steps into presales and opportunities to accelerate your journey. We discussed: The
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What Are the Advantages of Doing Better Discovery in Challenging Economic Times?
What Are the Advantages of Doing Better Discovery in Challenging Economic Times? Higher likelihood of achieving your objectives Reduced risk of being laid off
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DEMOFEST Recordings
Recordings are now available from the DEMOFEST sessions – many thanks to the fine folks at Consensus who facilitated the entire conference! Here are
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Discovery Empathy: “You Are Not Alone…”
One of the simplest ways to show empathy in a discovery conversation is to offer observations such as, “You are not alone…” in response
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Exceptionally Useful Doing Discovery Book Review
This is an extremely helpful review by Art Fromm of Doing Discovery, offering excellent guidance on how best to consume the book! “As a
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