Not long ago, I was working with a high-level champion who had purchased and enjoyed our product at his previous company and wanted to implement the same at his new firm. He took care of much of the purchasing process: it was an easy sale.
But, because he had been through a successful implementation before, I assumed that he had prepared his team for the transition. This assumption was, sadly, incorrect! As a result, I ignored key portions of my own discovery process (including neglecting Transition Vision, VREs and related), and we both suffered as a result.
Moral: When you assume, you make an (ahem) donkey out of you and me…!
Learn more about doing more effective discovery here:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
You’ll find 35 additional story gems in my new book,
“Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)”
If you missed some of these knowledge nuggets, you’ll find more patiently waiting for you at
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