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How Chunking Improves Demos – Part 2: Short Chunks and Pauses!
Does time play an important role in chunking? “You can have it all. Just not all at once.” – Oprah Winfrey Just
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How Chunking Improves Demos
Bitesize Bits Are Better: Here’s Your First! “A wealth of information creates a poverty of attention.” – Herbert A. Simon Read this
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Do You Read as Much as You Post?
“We have two ears and one mouth so that we can listen twice as much as we speak.” – Epictetus Here’s an intriguing
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Cómo lidiar con el "¿Sólo enséñame una demo?" Siete métodos para pasar al descubrimiento
Con demasiada frecuencia, los clientes potenciales exigen: "¡Enséñame una demo...!", cuando sabemos que lo correcto es invertir, mutuamente, en una conversación de descubrimiento. Pero
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Preguntas de ampliación: una habilidad esencial para el descubrimiento
Your prospect admits, “It’s a manual process.” You reply, “Does it typically go smoothly? What happens when someone is on vacation?” “It’s a mess!
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Suspending Disbelief: “Short Stories, Big Lessons”
You can learn the hard way or… “I’ve been a longtime fan of Peter Cohan, and Suspending Disbelief did not disappoint. He’s one of
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Four Stages of Competence in Discovery
Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative
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¿Va a recomprarlo?
A Painful and Expensive True Story “We’re gonna need a big discount…” declared the prospect. “What? Why?” reacted the salesperson, clearly surprised. “In the
Presales: What’s Your Cultural Ecotone?
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Picture this: A pelican crashes into the ocean
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Presales Rising Star?
Whether you are in your first month, first year, or first decade, if you are pursuing best practices or establishing new ones you are
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