“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Ecotones, such as coastal and mountainous regions, are
Presales: A Multi-Dimensional Cultural Ecotone Read More »
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
Considering Presales? Interviewing? Newly Hired? Check Out This Path to Presales Podcast Read More »
What Are the Advantages of Doing Better Discovery in Challenging Economic Times? Higher likelihood of achieving your objectives Reduced risk of being laid off
What Are the Advantages of Doing Better Discovery in Challenging Economic Times? Read More »
Recordings are now available from the DEMOFEST sessions – many thanks to the fine folks at Consensus who facilitated the entire conference! Here are
DEMOFEST Recordings Read More »
One of the simplest ways to show empathy in a discovery conversation is to offer observations such as, “You are not alone…” in response
Discovery Empathy: “You Are Not Alone…” Read More »
This is an extremely helpful review by Art Fromm of Doing Discovery, offering excellent guidance on how best to consume the book! “As a
Exceptionally Useful Doing Discovery Book Review Read More »
I joined Tony Moze for this 65-minute exploration of: Why I wrote Doing Discovery “It’s not what I know, it’s what they tell me…!”
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
Seven Validated Habits for Stunningly Successful Demos Read More »
You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording. “Help me understand how to handle customer
Most prospects have a skeptical, “prove it to me” mindset when they join a demo meeting, which means that vendors are starting their demos
Demos and Prospects’ Mindset: Skeptical! Read More »
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