I am delighted to share that Pepsales AI and I are now publicly announcing my role as an advisor! With over forty years of

Doing Discovery: Two Thought-Provoking Tactics

One of the most challenging aspects when doing discovery is avoiding the impression of an interrogation, and offering quid pro quos is a terrific

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Heading to DemoFEST West? Stop By and Say Hi!

I’ll be hanging out in the Partners area (Pacific Gallery on the 5th Floor) – please drop by! I’d be happy to chat, answer

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We Eat First with Our Eyes: With Food AND Demos

How you present software can be as important as what you present. “We eat first with our eyes.” – Apicius On a

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“Yes, But” = ?

“You’ve got a big fat butt!” exclaimed my roleplay partner Steve, triumphantly. We were at a sales kickoff training session where the speaker exhorted

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How Are Typical Demos Like an Awful Cooking Class? How Do YOURS Compare?

Imagine you’ve signed up for an in-person cooking class experience… You’ve been told you’ll be following a recipe to create a famous, delicious dish.

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Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Demos?

Here’s an example of the DIKW progression – contemplate crossing a small lake in the winter: Data: The temperature is below freezing. Information: There

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Are You in Software Presales or Sales? We Need Your Insights!

The fine folks at Saleo are running an important survey of sales and presales demo practices: Please provide your input! Here’s their description: “We’re

Are You in Software Presales or Sales? We Need Your Insights! Read More »