Are We Really Getting Better? A Sobering Analysis of Presales Practices!

 

“Learning never exhausts the mind.”
– Leonardo da Vinci

 

This article is for all of us who are experiencing the Dunning-Kruger effect, have experienced it, or will experience it. And if you aren’t concerned, you should be!

 

What’s in This Article?

• A Story and a Harsh Lesson
• Competency, Complacency, and the Dunning-Kruger Effect
• Seven Levels of Skills – Before and After
• Four Stages of Learning
• Outflanking Dunning-Kruger
• A Summary and a Challenge! 

A Story and a Harsh Lesson

 

I will immodestly state, while simultaneously suffering from and defying Imposter Syndrome, that some years ago I was the “go to” person for our organization’s demos. If it was an important opportunity, it was “Call for Cohan!” I flew across North America, Europe, and Asia Pacific delivering thousands of demos to prospects, customers, partners, and third parties, and enjoyed unrelenting accolades from my sales colleagues. Very frequently my demos “sealed the deal!”

 

I was at the top of my game. My demos were smooth, polished, precise, and practically perfect (or so I thought)! Until…

 

You’ll find the rest of the story here – enjoy!