“Life is too short for you to be the caretaker of the wrong details.” – Alexandra Stoddard I watched a ninety-minute demo recording
Setup Mode Horror – Another Sales Prevention Team True Story! Read More »
“It’s the little details that are vital. Little things make big things happen.” – John Wooden A lack of situational awareness can be
An Online Oops… A Sales Prevention Team True Story! Read More »
“The happiness of most people is not ruined by great catastrophes or fatal errors, but by the repetition of slowly destructive little things.” –
The Terrible Tabs Death March – A Sales Prevention Team True Story! Read More »
Of course, you are familiar with Open and Closed Probes… What’s an example of an Open Probe? (THAT’s one!) And do you use Closed
Do You Use Ranging Probes? Read More »
What are your prospects’ emotional stances when you start your demos? Enthused? Curious? Skeptical? Cynical? Annoyed? Apathetic? Neutral? How does their mindset
Demos and Prospects’ Initial Mindset Read More »
Drawing tools are always evolving, seeking to improve and streamline image and diagram production. And in the world of chemistry, drawing chemical structures has
The Sad Story of the Way Cool Tool: A Surprising Product and Demo Lesson! Read More »
Do’s and Don’ts: Fabulous Framing for Founders! “Peter E. Cohan shares how storytelling, sales strategy, and business thinking drive real growth. Learn how to
For Founders – Storytelling, Sales, and Business Growth: Turning Ideas into Revenue! Read More »
In an earlier post I noted that newspaper editors could trim articles to fit the available space by cutting stories from the bottom upwards.
Why Structure Demos Like the News – Part 6 of 6: Running Short on Time – Pro Tip! Read More »
“Can it export to ___?” asks the prospect. “Absolutely! We support seven different types of export formats, including ___, ___, ___, ___, and especially
Why Structure Demos Like the News – Part 5: Answering Questions! Read More »
How? Combine the Menu Approach with Inverted Pyramid! Let’s say you have four prospect players in your demo meeting: An executive A middle manager
Why Structure Demos Like the News – Part 4: Managing Multiple Job Titles Read More »
EN EN 
ES
