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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 ...
‘Twas the Night Before the Big Demo
‘Twas the Night Before the Big Demo (with apologies to Clement Clarke Moore) ‘Twas the night ‘fore the demo and all through the ...
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 ...
The Athlete’s Guide to Winning Demos: Timing, Energy, and Performance
Let me ask you a question: Ever notice how some athletes can perform at their absolute best, game after game, while others burn out ...
The Database Breakeven Point – A Never Stop Learning! Article
How long does it take before a newly implemented, empty database becomes useful? What’s in This Article for You? The Empty Kitchen: A Story ...
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode
How to Make Your Software Look Complicated, Confusing, Overwhelming, and Expensive Or How Setup Mode Is Destroying Your Demos! A Never Stop Learning! Article ...
Are We Really Getting Better? A Sobering Analysis of Presales Practices!
“Learning never exhausts the mind.” – Leonardo da Vinci This article is for all of us who are experiencing the Dunning-Kruger effect, have experienced ...
Automated Demos Best Practices
“If you automate garbage demos, you’re just sending out lots of garbage!“ – Peter E. Cohan (Me!) This article is for vendors who ...
Discovery and Demos for Renewals and Expansion
Discovery and Demos for Renewals and Expansion A Never Stop Learning! Article What’s in this article for you? Guidance for doing discovery and ...
The Incredible Value of Value Realization Events
“Every diagnosis and treatment need a corresponding prognosis…!” – Me Wouldn’t it be a delight to dramatically differentiate in discovery? It’s easy! Once your ...
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts!
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of ...
Stunningly Awful vs Truly Terrific Competitive Differentiation – What, When, and How?
“Good, better, best. Never let it rest. ‘Til your good is better and your better is best.” – St. Jerome Competitive differentiation: Vendors want ...
Unleashing Exceptional Results with Great Demo!
PROVEN SUCCESS WITH GREAT DEMO! & DOING DISCOVERY A compelling and effective demo methodology can be the difference between winning and losing deals. Demos ...
Harnessing the Magic of Seven in Your Software Demos: Maximizing Engagement and Retention
The Challenge of Retaining Complex Information Imagine stepping into a crowded conference room, prepared to showcase your latest software. You notice a mix of ...
Captivate Instantly on Every Click: Enhancing Automated Demos with the Great Demo! Methodology
This article is for Great Demo! fans only. How to make interactive, automated demos easy to follow. In the digital age, where every answer ...
Stunningly Awful Demos: The Top Ten List of What NOT to Do
Stunningly Awful Demos: The Top Ten List of What NOT to Do (A Collection of Demo Don’ts!) A Never Stop Learning! Article Here’s a ...
Best Approaches for the Presales-Customer Success Continuum
Best Approaches for the Presales-Customer Success Continuum A Never Stop Learning! Article “After working as presales prior to the sale, then assisting with ...
Demo Do: Let Your Champion Drive!
Demo Do: Let Your Champion Drive! A Never Stop Learning! Article “Stand away from the mouse and nobody will get hurt!” – Salesperson ...
The Power of Analogies and Metaphors in Demos and Discovery
The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome, ...
The Magic of Numbers in Communicating Value
The Magic of Numbers in Communicating Value A Never Stop Learning! Article “Measure what is measurable, and make measurable what is not so.” – ...
Stunningly Awful Demos – Two Words to Avoid
Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry ...
Leveraging Attention-Retention Curves in Demos
Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning? ...