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How Much Learning Is Enough?
Learning is the only exit from the insanity of doing the same thing over and over and expecting a different result! But how much
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Growth & Development
Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer!
I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has
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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/listening plan: A combo approach!
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New Front-line Manager Tip: Ask Before Answering!
When a team member brings a problem or issue to us, most of us immediately offer a solution based on our experience. However, an
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Time Machines!
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You
Demo or Discovery Questions? The Answer May Already Be Here!
Do you have a question about demo or discovery practices, methods, or skills? Looking for a tip to improve? The answers may already be
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Is “If it ain’t broke don’t fix It” Wrong?
Yes! Consider: “If you always do what you’ve always done, you’ll always get what you’ve always got.” – Henry Ford “If you have always
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“Must read for any PreSales professional”
“I wish I had read this book when I first started in PreSales. It is full of valuable frameworks for success, including situation slide
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Personal Learning: How Deep Do You Want to Go?
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than
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How Many Skills Are Needed to Present a Single Screen in a Software Demo?
Take a guess, first…! Now consider: Which screen(s) to choose and why? When to present (e.g., beginning, middle, end)? How to introduce the context?
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