https://geoffschemel.com/blogWriting by Geoff Schemelhttps://geoffschemel.com/blog/meetings-that-enable-decisionshttps://geoffschemel.com/blog/meetings-that-enable-decisionsA comfortable conversation can leave everyone stuck. Judge the meeting by what the customer can do next.Mon, 28 Sep 2026 12:00:00 GMThttps://geoffschemel.com/blog/beyond-the-feature-requesthttps://geoffschemel.com/blog/beyond-the-feature-requestA request for a dashboard can hide several different problems. Find out what the customer is trying to change.Mon, 21 Sep 2026 12:00:00 GMThttps://geoffschemel.com/blog/discovery-with-a-hypothesishttps://geoffschemel.com/blog/discovery-with-a-hypothesisCome prepared with an explanation of the customer's problem, then ask questions that could prove it wrong.Mon, 14 Sep 2026 12:00:00 GMThttps://geoffschemel.com/blog/demos-as-decision-toolshttps://geoffschemel.com/blog/demos-as-decision-toolsChoose what to show by asking what the buyer needs to learn, what could go wrong, and what comes next.Mon, 31 Aug 2026 12:00:00 GMThttps://geoffschemel.com/blog/ai-summaries-and-buyer-signalhttps://geoffschemel.com/blog/ai-summaries-and-buyer-signalA shorter account of a sales call can still capture the conditions, disagreements, and commitments that matter.Sun, 23 Aug 2026 12:00:00 GMThttps://geoffschemel.com/blog/the-ae-se-handoffhttps://geoffschemel.com/blog/the-ae-se-handoffA buyer shouldn't have to explain the same problem every time someone new joins the call. Here's what a useful handoff carries forward.Mon, 17 Aug 2026 12:00:00 GMThttps://geoffschemel.com/blog/measuring-ai-adoptionhttps://geoffschemel.com/blog/measuring-ai-adoptionGo beyond login counts to find out whether people keep using AI and whether it improves their work.Mon, 10 Aug 2026 12:00:00 GMThttps://geoffschemel.com/blog/customer-facing-ai-and-judgmenthttps://geoffschemel.com/blog/customer-facing-ai-and-judgmentAI can help resolve a billing problem without making promises the company can't keep. Decide where assistance ends and authority begins.Mon, 27 Jul 2026 12:00:00 GMThttps://geoffschemel.com/blog/the-ai-adoption-gaphttps://geoffschemel.com/blog/the-ai-adoption-gapPeople return to an AI tool when it makes everyday work easier, including the setup, checking, and cleanup.Thu, 25 Jun 2026 12:00:00 GMThttps://geoffschemel.com/blog/operational-design-for-aihttps://geoffschemel.com/blog/operational-design-for-aiA useful call summary still needs to be checked, corrected, and saved. Design those steps before handing the process to the team.Mon, 08 Jun 2026 12:00:00 GMThttps://geoffschemel.com/blog/human-middlewarehttps://geoffschemel.com/blog/human-middlewareWhen people spend their day connecting AI tools to the rest of the business, the hidden work deserves a closer look.Mon, 18 May 2026 12:00:00 GMThttps://geoffschemel.com/blog/ai-adoption-incentiveshttps://geoffschemel.com/blog/ai-adoption-incentivesEmployees, managers, and executives can see very different futures in the same AI tool. Adoption depends on who gains and who stands to lose.Thu, 14 May 2026 12:00:00 GMT