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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
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Growth & Development
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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Presales: A Multi-Dimensional Cultural Ecotone
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Ecotones, such as coastal and mountainous regions, are
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Considering Presales? Interviewing? Newly Hired? Check Out This Path to Presales Podcast
I joined Matt Madden for this 1-hour exploration of your first few steps into presales and opportunities to accelerate your journey. We discussed: The
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Two Presales in a Pod – Podcast Recording – Champion Enablement
If you are hungry for more recordings, here is a wonderful appetizer for you: Episode 66 – Champion Enablement. From the Legumes: “This episode
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How AI is Revolutionizing Sales and Presales: Opportunities and Challenges
Prospecting, research, qualification, discovery, and other pre- or post-demo activities take a significant amount of time and are challenging to perform well. However, these
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ChatGPT for Analogies
One terrific use of ChatGPT is to suggest analogies (or metaphors) to aid in your descriptions of features, functions, problems, outcomes, etc. For example,
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Great Demo! 3rd Edition – Pre-Call for Prerelease Feedback
Hi All, I’m in the process of drafting a 3rd Edition of Great Demo! and am looking for folks who would be willing and
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24 Demo Nuggets: The Tony Moze Podcast – The Psychology of a Great Demo!
I joined Tony Moze for this 59-minute exploration of: The origin stories behind Great Demo! and “Do the Last Thing First” The value of
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