We frequently see posts like: “42 Killer Discovery Questions!” “Crush Your Quota with These 17 Discovery Questions” “Top 20 Discovery Tips” Are these helpful?
Ready, Fire, Aim! What’s the Difference Between Skills and Methodology? Read More »
[Read this BEFORE DemoFest…!] “Clueless” “Technically inept” “Lying” “Manipulative” “Untrustworthy” “Annoying” “Greedy” “Verbose” “Pushy” “Self-centered” “Unethical” “ADD” These are just some of the descriptions
Beware Presales Hubris: An Open Letter to Presales Read More »
“Ooooo – that’s a great tip!” “Interesting!” “Love this!” These are the kinds of comments we see on posts that offer an interesting demo
Learning: Random vs Structured Approaches Read More »
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 »
This is a mulberry tree (thanks, Vincent), what could you use it for? There are (at least) two applications that resulted in hugely significant
Curiosity: an Evolutionarily Advantageous Trait Read More »
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
Suspending Disbelief – Book Prerelease – Are These Stories Any Good? Read More »
Here’s an example of the DIKW progression – contemplate crossing a small lake in the winter: Data: The temperature is below freezing. Information: There
Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Demos? Read More »
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 »
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 »
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 »
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