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Learning: Random vs Structured Approaches
“Ooooo – that’s a great tip!” “Interesting!” “Love this!” These are the kinds of comments we see on posts that offer an interesting demo
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Growth & Development
“You Changed My Life…!”
Every now and then I receive a message like “Your Great Demo! changed my life…!” or “Doing Discovery has dramatically reshaped my process for
“You Changed My Life…!” Read More »
Curiosity: an Evolutionarily Advantageous Trait
This is a mulberry tree (thanks, Vincent), what could you use it for? There are (at least) two applications that resulted in hugely significant
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Suspending Disbelief – Book Prerelease – Are These Stories Any Good?
I’m working on a new book, Suspending Disbelief: A Collection of Sales and Presales Stories (and Lessons Learned). It’s intended to be entertaining and
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Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Demos?
Here’s an example of the DIKW progression – contemplate crossing a small lake in the winter: Data: The temperature is below freezing. Information: There
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Signed Copies for Your Kickoff?
Sure! As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! or
Signed Copies for Your Kickoff? Read More »
Expanding Your Thinking?
Do you only read posts that you agree with, or do you challenge yourself with posts that test and expand your thinking? It’s tough
Expanding Your Thinking? Read More »
Presales Metrics – What to Measure and Why?
Your workdays may be full of activity, but the metrics you choose can determine if your activities are effective, productive, and meaningful! What’s in
Presales Metrics – What to Measure and Why? Read More »
What’s the Fastest Way to Infuriate a Prospect Executive?
Be LATE for a meeting that YOU scheduled with them! Remember: Being early is on time; Being on time is late; And being late
What’s the Fastest Way to Infuriate a Prospect Executive? Read More »
Flip the Script on Your Internal Demo Training?
“It’s easier to learn than unlearn…!” Imagine you’ve just hired a new group of presales folks, or you are running an internal presales academy…
Flip the Script on Your Internal Demo Training? Read More »