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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
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Great Demo! Resources
A Masterpiece of Modern Presales Wisdom
A Masterpiece of Modern Presales Wisdom: Peter Cohan’s “Great Demo!” Third Edition Reviewed in Germany on 15 November 2023 I always thought the second
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A Few Great Demo! Haiku
Make all your demos Virtual or face-to-face A conversation! And in all cases Proven success is when you Do the Last Thing First!
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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!
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We Are Programmed to Forget – And How That Impacts Our Demos
What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention
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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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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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What Is a Compelling Image Worth in a Demo?
Multiple Choice: A) One compelling software screen, properly presented, is worth 1000 words. B) One compelling software screen, properly presented, is worth 1000 mouse
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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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