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Stunningly Awful Sales Prevention Demos: Real-Life Examples of What Not to Do!
A Never Stop Learning! Article Are you or your colleagues unwitting members of the Sales Prevention Team? Many organizations have a “Sales Prevention Team:” ...
Why Structure Demos Like a News Article?
The Power of Inverted Pyramid! “Half the world is composed of people who have something to say and can’t, and the other half who ...
Assessing Demonstration Skills Levels – How Do You Rate?
A Never Stop Learning! Article What’s in this article for you? Assess yourself and your team Ten levels of demonstration skills Exploration of each ...
The Elegant Art of Managing Questions and Time
A Never Stop Learning! Article “Demos should be perceived as structured conversations…!” You are in the midst of delivering a demo and ...
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
A Never Stop Learning! Article Have you ever been in a situation where: You find yourself in front of an audience you know nothing ...
Assessing Discovery Skill Levels – How Does Your Team Rate?
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Here’s a simple method to assess yourself or ...
Uncovering Critical Business Issues – What, Why, and How
A Never Stop Learning! Article What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business ...
‘Twas the Night Before the Big Demo
With New Stanzas! (and apologies to Clement Clarke Moore) ‘Twas the night ‘fore the demo and all through the house Not a creature ...
Cooks, Chefs, Discovery and Demos
A Never Stop Learning! Article about Personal Growth “I believe that there is always something new to learn, in fact, that is one of ...
Seven Validated Habits for Stunningly Successful Demos in a Buyer-Led AI-Driven World
The 7 validated habits for stunningly successful demos we shared in 2023 still remain powerful guideposts today. But the terrain has changed. Buyer expectations, ...
Can You See My Mouse?
Practical Pointing Practices for Demos A Never Stop Learning! Article “There are always three demos for every one you actually gave. The one you ...
Let’s Talk About Value – Uncovering the Delta
Let’s Talk About Value – Uncovering the Delta A Never Stop Learning! Article To paraphrase Mark Twain’s comment about the weather, everyone talks about ...
Effective Storytelling in Discovery, Demos, and More
Effective Storytelling in Discovery, Demos, and More A Never Stop Learning! Article “Tell me the facts and I’ll learn. Tell me the truth ...
Stop Asking “Any Questions?” Start Leading Instead
Stop Asking “Any Questions?” Start Leading Instead “Do you have any questions?” It sounds polite. It feels like the right thing to say. And ...
Illustrations: Doing the Last Thing First!
Illustrations: Doing the Last Thing First An Advanced Never Stop Learning! Article “Wow!” exclaimed the CRO, “You really nailed it. That’s exactly what I’m ...
The Power of “You” In Demos
It’s You Not We Who can solve your customers’ problems? Is it you, your customers, or both? It may seem like it should be ...
Beware Presales Hubris: An Open Letter to Presales
Beware Presales Hubris: An Open Letter to Presales “Clueless” “Technically inept” “Lying” “Manipulative” “Untrustworthy” “Annoying” “Greedy” “Verbose” “Pushy” “Self-centered” “Unethical” “ADD” These are ...
Debilitating Demo Diseases
Debilitating Demo Diseases A Never Stop Learning! Article Here is a compendium of debilitating demo diseases that commonly afflict sales, presales, and other customer-facing ...
A Perfect Demo Environment
A Perfect Demo Environment A Never Stop Learning! Article Have you ever said or heard: “Sorry, I don’t have an example like that ...
Demo Storylines: Journey, Destination, or Both?
A Never Stop Learning! Article “A journey of a thousand miles begins with a single step.” – Attributed to Lao Tzu “The best software journeys ...
Lunch and Learn Demos: A Potent Practice
A Never Stop Learning! Article “There are no wrong turns, only unexpected paths.” – Mark Nepo What’s in this article for you? How ...
Stunningly Awful Web Overview Demos: The Gruesome Anatomy of a Typical One-Hour Web Overview Demonstration
A Never Stop Learning! Article In which we identify common challenges with overview demos and offer solutions. Warning: graphic and potentially painful content ahead! ...
Critical Dates – Prevent Prospect Procrastination: A Never Stop Learning! Article
“Your prospect’s Critical Date is not your end of quarter…!” – Me What’s in This Article for You? An End-of-Quarter Dialog Buckets of Money ...
Situation Slides: A Swiss Army Knife for Sales and Presales
“It’s a floor wax and a dessert topping…!” – Saturday Night Live, January 10, 1976 “Let’s see,” I wondered, “What are the various tools ...
Demo Dynamics: 10 Sales Lessons from the World of Dating
Delivering a winning demo? It’s a lot like dating. You’re trying to spark interest, build rapport, and ultimately inspire commitment. But as in dating, ...
Demos for Executives – A Never Stop Learning Article
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story of Transformation ...
Doing Discovery with Your Prospects’ Executives
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story Another Real-life Story ...
Stunningly Awful Sales Prevention Demos: Real-Life Examples of What Not to Do!
A Never Stop Learning! Article Are you or your colleagues unwitting members of the Sales Prevention Team? Many organizations have a “Sales Prevention Team:” ...
Why Structure Demos Like a News Article?
The Power of Inverted Pyramid! “Half the world is composed of people who have something to say and can’t, and the other half who ...
Assessing Demonstration Skills Levels – How Do You Rate?
A Never Stop Learning! Article What’s in this article for you? Assess yourself and your team Ten levels of demonstration skills Exploration of each ...
The Elegant Art of Managing Questions and Time
A Never Stop Learning! Article “Demos should be perceived as structured conversations…!” You are in the midst of delivering a demo and ...
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
A Never Stop Learning! Article Have you ever been in a situation where: You find yourself in front of an audience you know nothing ...
Assessing Discovery Skill Levels – How Does Your Team Rate?
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Here’s a simple method to assess yourself or ...
Uncovering Critical Business Issues – What, Why, and How
A Never Stop Learning! Article What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business ...
‘Twas the Night Before the Big Demo
With New Stanzas! (and apologies to Clement Clarke Moore) ‘Twas the night ‘fore the demo and all through the house Not a creature ...
Cooks, Chefs, Discovery and Demos
A Never Stop Learning! Article about Personal Growth “I believe that there is always something new to learn, in fact, that is one of ...
Seven Validated Habits for Stunningly Successful Demos in a Buyer-Led AI-Driven World
The 7 validated habits for stunningly successful demos we shared in 2023 still remain powerful guideposts today. But the terrain has changed. Buyer expectations, ...
Can You See My Mouse?
Practical Pointing Practices for Demos A Never Stop Learning! Article “There are always three demos for every one you actually gave. The one you ...
Let’s Talk About Value – Uncovering the Delta
Let’s Talk About Value – Uncovering the Delta A Never Stop Learning! Article To paraphrase Mark Twain’s comment about the weather, everyone talks about ...
Effective Storytelling in Discovery, Demos, and More
Effective Storytelling in Discovery, Demos, and More A Never Stop Learning! Article “Tell me the facts and I’ll learn. Tell me the truth ...
Stop Asking “Any Questions?” Start Leading Instead
Stop Asking “Any Questions?” Start Leading Instead “Do you have any questions?” It sounds polite. It feels like the right thing to say. And ...
Illustrations: Doing the Last Thing First!
Illustrations: Doing the Last Thing First An Advanced Never Stop Learning! Article “Wow!” exclaimed the CRO, “You really nailed it. That’s exactly what I’m ...
The Power of “You” In Demos
It’s You Not We Who can solve your customers’ problems? Is it you, your customers, or both? It may seem like it should be ...
Beware Presales Hubris: An Open Letter to Presales
Beware Presales Hubris: An Open Letter to Presales “Clueless” “Technically inept” “Lying” “Manipulative” “Untrustworthy” “Annoying” “Greedy” “Verbose” “Pushy” “Self-centered” “Unethical” “ADD” These are ...
Debilitating Demo Diseases
Debilitating Demo Diseases A Never Stop Learning! Article Here is a compendium of debilitating demo diseases that commonly afflict sales, presales, and other customer-facing ...
A Perfect Demo Environment
A Perfect Demo Environment A Never Stop Learning! Article Have you ever said or heard: “Sorry, I don’t have an example like that ...
Demo Storylines: Journey, Destination, or Both?
A Never Stop Learning! Article “A journey of a thousand miles begins with a single step.” – Attributed to Lao Tzu “The best software journeys ...
Lunch and Learn Demos: A Potent Practice
A Never Stop Learning! Article “There are no wrong turns, only unexpected paths.” – Mark Nepo What’s in this article for you? How ...
Stunningly Awful Web Overview Demos: The Gruesome Anatomy of a Typical One-Hour Web Overview Demonstration
A Never Stop Learning! Article In which we identify common challenges with overview demos and offer solutions. Warning: graphic and potentially painful content ahead! ...
Critical Dates – Prevent Prospect Procrastination: A Never Stop Learning! Article
“Your prospect’s Critical Date is not your end of quarter…!” – Me What’s in This Article for You? An End-of-Quarter Dialog Buckets of Money ...
Situation Slides: A Swiss Army Knife for Sales and Presales
“It’s a floor wax and a dessert topping…!” – Saturday Night Live, January 10, 1976 “Let’s see,” I wondered, “What are the various tools ...
Demo Dynamics: 10 Sales Lessons from the World of Dating
Delivering a winning demo? It’s a lot like dating. You’re trying to spark interest, build rapport, and ultimately inspire commitment. But as in dating, ...
Demos for Executives – A Never Stop Learning Article
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story of Transformation ...
Doing Discovery with Your Prospects’ Executives
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story Another Real-life Story ...