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Storytelling Principles to Improve Your UX

Crafting a good experience is like telling a good story Stories are core to various activities, tools and methods applied in UX. Stories are how we remember. We tend to forget bullet points (Robert McKee on HBR). Bullet points make as little of a good story as...

How to Create Alignment Within Your Company in Order to Succeed

How to Create Alignment Within Your Company in Order to Succeed Use V2MOM to Focus Your Goals and Align Your Organization I’ve always thought that the biggest secret of salesforce.com is how we’ve achieved a high level of organizational alignment and...

Turn objections into opportunities: 3 steps

Some salespeople view every objection as an obstacle moving them further away from winning a prospect’s business. But successful salespeople realize that beneath the surface, objections may hold the key to understanding what motivates a buyer’s reluctance. They use...

Sell Me This Pen…

Have you ever been on a sales job interview and the interviewer said, “Can you sell me this pen?” While the task itself may seem very simple for most prospective salespeople, the question can be hard to answer with any type of success. And, sometimes your answer can...

Questions To Ask Prospects

The goal here is to conduct stronger discovery. Also, when someone says they are happy, to me it’s a red flag. Consider these questions to uncover hidden opportunities: ​ Tell me why you say that, explain to me what you mean. How do you consistently the ideal...

The Art of Setting Expectations

In Stephen Covey’s famous book, The Seven Habits of Highly Effective People, my favorite habit is – Begin with the end in mind. From my perspective, that is what the art of setting expectations in sales is all about. How often have you met with a potential client and...
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