Symptoms: [Generally experienced in face-to-face demos, but virtual demos are not immune] Sales rep sitting in the back of the room completely focused on
Debilitating Demo Diseases – Phonic Consumption Read More »
I joined Roi Carmel of Spotlight.ai for this delightful discussion: “Join us for a masterclass in modern sales methodology in this pivotal episode of
In the Spotlight Podcast – Doing Discovery Read More »
Symptoms: No pauses or breaks in the delivery, followed by shortness of breath, flushed face and, finally, passing out. (Fainting is often an outcome
Debilitating Demo Diseases – Demo Dyspnea Read More »
Symptoms: Palpitation of the audience, sleeping audience and, eventually, severe audience loss. Audience members doodle aimlessly, glance at watches or phones repeatedly, furtively use
Debilitating Demo Diseases – Morsover (Death by Corporate Overview) Read More »
Many folks have commented that “people buy based on emotion and justify with logical reasons.” This is certainly true in some cases. But I think the strongest purchasing
CBI Plus CEBI – A Powerful Pair Driving Purchases Read More »
Symptoms: No pauses, no breaks, no interaction with audience; an unceasing talk track. Often compounded by Conjunctionitis, fits of Whooping If, and Zippy Mouse
Debilitating Demo Diseases – Rambleitis Read More »
I find it fascinating that most discovery is far too limited, and most demos go on far too long. The opposite is what yields
Investing Time in Discovery vs Spending Time in Demos Read More »
Symptoms: Mouse movements are erratic, haphazard, and may never stop. Mouse may circle constantly around certain portions of the screen. Prospects turn away from
Debilitating Demo Diseases – Zippy Mouse Syndrome Read More »
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
Debilitating Demo Diseases Read More »
Symptoms: Presenter offers an ever-growing list of options linked together by “if…” Ifs often multiply rapidly, boring your audience and making your software appear
Debilitating Demo Diseases – Whooping If Read More »
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