Great Demo!

  A handful of questions is not sufficient!   Effective discovery requires knowing when and how these questions and skills should be applie...

  “Even monkeys fall from trees." (Saru mo ki kara ochiru) – Japanese Proverb     I was visiting prospects in Japan with representative...

This was a personal Dunning Kruger experience for me…     “In literature the ambition of the novice is to acquire the literary language; the...

There’s a feeling you get, doing discovery, when everything is clicking. Your prospect is engaged, empathy is aligned, it’s a real conversat...

  Customers sing your praises to prospects (then beat you up about desired functionality)!   One of my first recommendations as a board memb...

  Want a horror story?   (I love sales and demo horror stories!)     "It's the little details that are vital. Little things make bi...