Thank you, Wolf Brown, for your insightful Amazon review!
(The most recent of 42 Amazon reviews)
“Suspending Disbelief is a collection of stories from Peter Cohan's long career in PreSales, and it works because of how he uses them.
Coming from a writing background, I know how much a well-told story can make a message land in a way that facts and frameworks (or features) simply don't. Peter uses that to his advantage here. These stories get straight to the point and are threaded throughout with his humor and humanity.
As someone still breaking into the role, the overarching message I took away is deceptively simple: do proper discovery, make the vision easy for your buyer to see, run a POC with clear success metrics, and enable your champion by giving them what they need to make a strong business case internally.
None of that is revolutionary, but the final story in the book shows just how badly things go when you skip any of it, and how well they go when you don't.
Simple lessons that are hard to execute consistently, which is exactly what makes them worth internalizing.
PreSales is difficult, unpredictable, and a ton of fun if you let it be, and this book captures all three.”
And you can find “Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)” on Amazon here!
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