Can Upskilling Be Fun?

Yes! Stories make learning informative and entertaining: Doing Discovery is spiced with stories providing an outstanding foundation for doing discovery! Great Demo! leverages stories

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Ready, Fire, Aim! What’s the Difference Between Skills and Methodology?

We frequently see posts like: “42 Killer Discovery Questions!” “Crush Your Quota with These 17 Discovery Questions” “Top 20 Discovery Tips” Are these helpful?

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Beware Presales Hubris: An Open Letter to Presales

[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

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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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“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

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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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