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Are You at the Top of Your Game?
I pity customer-facing folks who perceive themselves as “at the top of their game.” Why? Because that means there is only one direction they
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Growth & Development
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer!
I’d be happy to join a session with your team to answer questions or discuss examples. Please let me know if you are interested
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer! Read More »
Managing Questions and “Reciprocal Inquiry”
How many times have we heard a prospect ask, “Can your software do X?” and the vendor responds “Absolutely! Let me show you how
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What Is Uncontrolled Vocabulary?
“And we offer the highest degree of allowlisting,” said the sales rep. There were blank looks from the majority of the prospect players in
What Is Uncontrolled Vocabulary? Read More »
Avoiding No Decision Outcomes
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly
Avoiding No Decision Outcomes Read More »
Working Seamlessly as a Sales Team
One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they
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Thinking About Your SKO?
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are
Thinking About Your SKO? Read More »
The Opposite of Active Listening?
How many of us find ourselves forming a response to a prospect or customer comment or question, well before they have finished speaking? I’d
The Opposite of Active Listening? Read More »
Unlocking the Revenue Potential: How Training Can Double Your Revenue Per Employee
In today’s competitive market, investing in employee development pays off exponentially. Don’t underestimate the power of training; it equips employees with the skills and
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Maximizing ROI from a Great Demo! Workshop: Post-Workshop Implementation Strategies
Do you want to know how you can supercharge the success of your Great Demo! and Doing Discovery workshop? You and your team have
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