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Friday Funny “The Expert”
Enjoy!
Friday Funny “The Expert” Read More »
The Reverse Demo: A Fabulous Discovery Method!
If you are looking to displace an existing system (either a competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo.”
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Ready, Fire, Aim! What’s the Difference Between Skills and Methodology?
We frequently see posts like: “42 Killer Discovery Questions!” “Crush Your Quota with These 17 Discovery Questions” “Top 20 Discovery Tips” Are these helpful?
Ready, Fire, Aim! What’s the Difference Between Skills and Methodology? Read More »
How Do You Create Truly Great Automated Demos?
Not by automating a Harbor Tour… Not by pounding “Tell Show Tell” over and over… And definitely not without: Setting Context Identifying Specific Challenges
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What Did You Learn in the Past Year That You Didn’t Know Before?
How about the last two years? Five years? Ten years? Fifteen, twenty, or more? Imagine tapping into that learning, that knowledge, that wisdom, saving
What Did You Learn in the Past Year That You Didn’t Know Before? Read More »
Great Demo! Before and After Illustrations: A Visual Story!
A very effective method of presenting Great Demo! Illustrations is a “Before and After.” The “Before” is an image that represents your prospect’s sad,
Great Demo! Before and After Illustrations: A Visual Story! Read More »
Heading to DemoFESTx East? Stop By and Say Hi!
I’ll be presenting “Essential Elements of Discovery” in which you’ll get to choose from TWO sets of topics! (An application of the Menu Approach!)
Heading to DemoFESTx East? Stop By and Say Hi! Read More »
“Remember When I…?”
In your demos when you find yourself saying, “Remember when I…” it means your demo is too complicated! And here’s your GPS for
“Remember When I…?” Read More »
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
The Power of “You” in Demos Read More »
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
The Power of “You” In Demos Read More »