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Undivided attention?
In your business conversations, instead of really listening, how often do you find yourself: Thinking about what you want to say next? Considering how
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Demo Hack: New vs Save As
“Execute all pathways with the fewest number of clicks.” – Cohan’s Law of Simplicity “Choose pathways that CAN be executed with the fewest
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A Painful Logo Slide Lesson
“Cured me!” I commented to my colleague, after a visit to a prospect. He had wondered why I didn’t do a corporate overview
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A “Thank You for Your Time” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your
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Demo Skills Assessment Time!
Where are you with the ten levels of demo skills? Level 1: Follows the standard demo script. Level 2: Customizes based on the prospect’s
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Take a Break from Your Reading…?
I was surprised when I heard this recommendation from three separate people… They said they were working their way through business books and needed
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“With great curiosity comes great opportunity!”
Be curious – it’s an evolutionary advantage!
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Acronym Musings
Forty years ago, when electrons were slower, there was an acronym that guided development, marketing, and sales of software: RSVP. (And no, in this
Practical Pointing Practices for Demos
“There are always three demos for every one you actually gave. The one you practiced, the one you gave, and the one you wish
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That’s a Zippy Mouse! A True Tradeshow Story
Some habits can be changed… We were on booth duty the morning after a long, but enjoyable evening on Bourbon Street listening to Dixieland.
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