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Demo Don’t #10 Avoid Summarizing: “And the next really cool thing I want to show you is…”
“I get paid to talk and click,” commented a presales practitioner. So, just talk and click from section to section, segment after segment, in
(If you only read ONE article this year, this is the ONE!) The Incredible Value of Value Realization Events
“Every diagnosis and treatment need a corresponding prognosis…!” – Me Wouldn’t it be a delight to dramatically differentiate in discovery? It’s easy! Once your
The Incredible Value of Value Realization Events
“Every diagnosis and treatment need a corresponding prognosis…!” – Me Wouldn’t it be a delight to dramatically differentiate in discovery? It’s easy! Once your
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Doing Discovery and Great Demo! Are NOT for Everyone…
Doing Discovery and Great Demo! are not for everyone… They are only for those people who want to make substantial changes and improvements in
Doing Discovery and Great Demo! Are NOT for Everyone… Read More »
Demo Don’t #9 Don’t Describe Your Big Wow! Screens: “Doesn’t that look great…?”
You’ve been demoing for forty minutes, and you finally get to a big Wow! screen. You say, “Doesn’t that look great?” and then swiftly
Demo Don’t #9 Don’t Describe Your Big Wow! Screens: “Doesn’t that look great…?” Read More »
Presales and Sales Folks: Problem Solving Time!
You’re the CEO of a startup and must fire either your sole sales or sole presales person. Both are equally competent at their jobs.
Presales and Sales Folks: Problem Solving Time! Read More »
Demo Don’t #8 Don’t Use the Annotation and Other Tools in Your Online Demos: “Can you see my screen…?”
Here are wonderful ways for you to show your software in the worst possible way when demoing online (using Zoom, Teams, Webex, GoToMeeting, etc.):
Active Listening?
If you’re already thinking about your response, you aren’t actively listening! (And why do we often look upwards at an angle when we
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts!
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts! Read More »
Should We Review Recordings of Discovery Calls and the Resulting Demos as Sets?
Wouldn’t it be interesting to analyze recordings of both taken together? In other words, compare what was uncovered in discovery with what was presented
Should We Review Recordings of Discovery Calls and the Resulting Demos as Sets? Read More »