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pre-sales

Evolving My Approach to Discovery Meetings: Adapting for Better Outcomes

My approach to discovery meetings is continually evolving. To ensure I’m well-prepared, I allocate dedicated time each week for preparation: By chasing notes on Friday morning, I give consultants sufficient time to write up and send their notes ahead of my Monday morning preparation slot. Cheat Sheets for Discovery Meetings I’ve developed cheat sheets for… Read More »Evolving My Approach to Discovery Meetings: Adapting for Better Outcomes

Comparing Like with Like: Navigating Complex Solution Assessments

Navigating the landscape of complex solutions presents an often daunting challenge for potential customers who seek to make direct comparisons between different offerings. How do you assist them in making an equitable evaluation? Recently, I’ve been dedicating time to competitive analyses, comparing our toolset with alternative options in the market. While I don’t have direct… Read More »Comparing Like with Like: Navigating Complex Solution Assessments

Leveraging LinkedIn Insights: How the SIPOC Framework Saved My Meeting

LinkedIn serves as an invaluable learning resource. Recently, I received an invitation to a meeting organised by the BDM titled “Helicopter view of X process.” Given that I was needed to facilitate this meeting, I found myself stumped. The objectives were unclear, and I had no way to prepare due to this ambiguity. I reached… Read More »Leveraging LinkedIn Insights: How the SIPOC Framework Saved My Meeting

Mastering Discovery Sessions: My Refined Approach and Key Questions

If you’ve been following my journey for some time, you’ll be aware that I’ve been refining my approach to discovery sessions. My current approach includes: I usually commence the meeting by clarifying my intentions. Typically, I aim to: Subsequently, I always ensure I pose the question: “What are you hoping to achieve in this session?”… Read More »Mastering Discovery Sessions: My Refined Approach and Key Questions

Deciphering the Business Influencer World: Finding Your Right Fit Amidst the Noise

Just because a business influencer appears to have a positive following doesn’t necessarily mean their message is right for you. The business world is becoming as filled with influencers as the rest of social media. This presents business content consumers with many of the same problems social consumers face. Questions arise like: Who should I… Read More »Deciphering the Business Influencer World: Finding Your Right Fit Amidst the Noise