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What’s a Good Story?
Are You Telling Stories or Just Reciting Facts? Part 2: What’s a Good Story? “You need a search capability, we provide that capability
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When I Hear People Talking about Their Gold Demo, I Cringe!
When I hear people talking about their gold demo, or bronze demo, or any other form of single “standard” demo, I cringe! Why? Because
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“The Culture Map” – A Brain-Expanding Book!
I’m pretty well traveled and have been in customer-facing roles across the U.S., the UK, Continental Europe, Russia, parts of Asia and Latin America,
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Effective Storytelling in Discovery, Demos, and More
Effective Storytelling in Discovery, Demos, and More A Never Stop Learning! Article “Tell me the facts and I’ll learn. Tell me the truth
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“I finally had a chance to read Suspending Disbelief by Peter Cohan and let me tell you, it’s 🔥”
“I thought I’d skim a story or two… but I couldn’t put it down.” “🚀 Just finished Suspending Disbelief by Peter Cohan… and it’s
Are You Telling Stories or Just Reciting Facts?
What’s the difference? Great stories get remembered and retold; Facts, on their own, just fade away and disappear! I first heard this
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Intriguing Insights into RFPs and Scripted Demos
“There are two winners in every deal: the person who wins the deal and the first person out of it.” – Patrick McLoughlin What’s
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AI Is Changing PROSPECT Expectations!
AI isn’t just impacting vendors; it’s also driving changes on the buyers’ side of the equation. For example, prospects today expect that vendors will
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What is Situational Fluency?
“Situational fluency is the ability to accurately read and adapt to a specific situation, including understanding and responding to the needs and preferences of those
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What Did You Learn…?
What did you learn yesterday? What are you learning today? What will you learn tomorrow? Want some tasty bitesize learning morsels? Sample our Blog
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