EN 
ES 
What’s the Value of an Empty Database?
How many Google Map or Yelp reviews do you need to convince you to try that new business? “Torture the data, and it
What’s the Value of an Empty Database? Read More »
Humor With a Bite!
Sales Gumption?
Regarding capabilities that our software lacked but some prospects desired, one of our salespeople was known to ask, “If it had it, would you
Too Complicated! – A Sales Prevention Team Demo Story
A prospect reported: “We told the vendors over 90% of orders came via phone and need to be completed in 45 seconds. One vendor
Too Complicated! – A Sales Prevention Team Demo Story Read More »
A 3-Minute MasterClass?
I just saw an offer for a 3-minute “MasterClass” I’m amused. The MasterClass overflows with content Briming with compelling analogies and stories Bursting
A 3-Minute MasterClass? Read More »
Suspending Disbelief: 5 Minutes Can Save You 5 Years (or More! )
“Ugh – I learned it the hard way. This would have saved me five years!” “I didn’t realize what I was doing was a
Suspending Disbelief: 5 Minutes Can Save You 5 Years (or More! ) Read More »
How Can Setting Expectations Impact Sales?
A sales methodology trainer shared this intriguing story: “There were two vendors competing for a prospect’s business, a very large opportunity. Both vendors were
How Can Setting Expectations Impact Sales? Read More »
My Cup Is…?
The optimist says, “My cup is half full!” The pessimist says, “My cup is half empty!” The presales person says, “That cup is twice
Want a Demo Horror Story?
The Credit Card Story: I was doing a demo for a small but important prospect. The CEO of the company was the key
Want a Demo Horror Story? Read More »
How to AVOID Discovery Feeling Like an Interrogation
Discovery should be perceived by your prospects as a two-way conversation, where both parties take away useful information. “A conversation is a dialogue,
How to AVOID Discovery Feeling Like an Interrogation Read More »
The Myth of the Informed Buyer – And the Importance of Vision Reengineering!
Do you know everything about the products you buy? “Informed decision-making comes from a long tradition of guessing and then blaming others for
The Myth of the Informed Buyer – And the Importance of Vision Reengineering! Read More »