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 »
Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job
Assessing Discovery Skill Levels – How Do You Rate? Read More »
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading plan: A combo approach!
Great Demo! or Doing Discovery – Which to Read First? Read More »
Multiple Choice: A) One compelling software screen, properly presented, is worth 1000 words. B) One compelling software screen, properly presented, is worth 1000 mouse
What Is a Compelling Image Worth in a Demo? Read More »
(What makes your demos remarkable?) In 2003, Seth Godin published “Purple Cow: Transform Your Business by Being Remarkable” which urged organizations to make and
What Should Purple Cows and Demos Have in Common? Read More »
You are all aware of the Anchoring Effect, of course… But does the Anchoring Effect also apply to images and other entities in addition
How Does the Anchoring Effect Impact Demos? Read More »
How many times have we heard a prospect ask, “Can your software do X?” and the vendor responds “Absolutely! Let me show you how
Managing Questions and “Reciprocal Inquiry” Read More »
What’s the difference between a mystery and a puzzle, with respect to demos? With a puzzle, the more information you have, the closer you
Demos: Puzzles or Mysteries? Read More »
Many people struggle to understand the (critical!) difference between a Critical Business Issue and “pain” (or Problems/Reasons). Here’s an easy example to help clarify…
Critical Business Issue? Read More »
Great Demo! is ground-breaking, Doing Discovery is delightfully differentiating, and together they are truly game-changing! While both methodologies can stand on their own, they
When Is 1 + 1 Much Greater Than 2? Read More »
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