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Thinking About Your SKO?
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are
Thinking About Your SKO? Read More »
Great Demo! Resources
Is It EZ?
A non-U.S. colleague recently asked me about “EZ Access” and similar uses of “EZ”. They had been trying to sound it out, saying, “Ee-Zed…”
Pearls and Epiphanies: Meetings
Being early is on time; Being on time is late; And being late is inexcusable!
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How Is Cooking Like Doing Discovery and Demos?
Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how
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What’s the Connection Between Monday Morning and Vision Generation Demos?
Think about what you did first thing on Monday morning. (I mean, after you consumed the comics or the sport scores or other news…!)
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What’s the Value of Better Demos? (A Never Stop Learning! Article)
What’s the Value of Better Demos? A Never Stop Learning! Article What’s in this article for you? 🗸 Your own estimates…! 🗸 The value
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Webinar Recording – “Discovery Masterclass”
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t
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Bits About Books – Great Demo! Third Edition Conversation
From the host: “Bits About Books episode #70 featuring Peter E. Cohan, is now live. We welcome him back to BAB and speak with him about
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Two Presales in a Pod – Digging into Discovery
How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this
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Interview: The importance of Discovering Critical Business Issues
Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama where he shares practical tips to avoid “No Decision” outcomes. They explored:
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