“Every diagnosis and treatment need a corresponding prognosis…!” – Me Wouldn’t it be a delight to dramatically differentiate in discovery? It’s easy! Once your
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts! Read More »
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts! Read More »
From the fine folks at Cloudshare: “Discovery is the most important part of the presales process. Done effectively, discovery is the key to delivering
Seven Levels of Stunningly Successful Discovery – Webinar Recording! Read More »
Industry experts Peter E. Cohan, Graham Kelly, and host Paul H. Pearce shared practical techniques for better discovery questioning and linked those techniques to
Sales-Led Discovery – Webinar Recording & Highlights Read More »
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery
“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” – Head of Sales of an extraordinarily
Thursday Webinar: Seven Levels of Stunningly Successful Discovery Read More »
“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” This quote is from the head
Upcoming Webinar: Seven Levels of Stunningly Successful Discovery Read More »
I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has
Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer! Read More »
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading/listening plan: A combo approach!
Great Demo! or Doing Discovery – Which to Read First? Read More »
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