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Demo and Discovery Do: Pause Before Answering
Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives
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Growth & Development
The Power of Analogies and Metaphors in Demos and Discovery
The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome,
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A Simple Test for Discovery Skills: How Do You Rate?
Yes, really simple! Take a look at your Talk:Listen ratio: 45:55 – If you are here or better (less talking), congratulations! You are at
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Step-Change vs Optimization vs Refinement
I was watching an Audi advertisement that showed a new Audi owner trying to decide which of four headlight display options to choose from…
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Curious AI?
I’m interested, no, I’m excited about the possibility of AI being trained to be curious. It’s (comparatively) easy to uncover general trends and typical
Sales and Presales New Hire Interview Process Remarkable Change – A Test for Discovery Skills
We realized that our traditional interview process for sales and presales staff was seriously flawed: It had a very strong bias towards hiring people
Stunningly Awful Demos – Two Words to Avoid
Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry
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Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!)
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our
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An Occasional Daily Quote
“Your audience craves meaning before detail.” – John Medina
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Establish a Never Stop Learning Habit
The Great Demo! website Resources pages are packed with fresh ideas, pragmatic practices, insightful observations, and detailed studies providing you with unlimited access to
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