Make Number 2 (“Present a Long, Linear Demo That Saves the Best for Last” from last week) even worse by starting with twenty minutes
Demo Don’t #3 Start with a Corporate Overview: “Death by Corporate Overview…” Read More »
Invest 30-45 minutes to enjoy this story of a buyer’s journey…! Part 1: The Long Trip to Nowhere A Lesson in Lead Churn False
Have you ever been watching someone else’s demo and after a few minutes you start wondering, “Where is this going…?” You can ensure the
Offer and deliver a demo hoping that your prospect will see something of interest, eventually. Also known as “Living in the Land of Hope,”
Demo Don’t #1 Be unclear about your Prospect’s Needs: “The Harbor Tour.” Read More »
“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” This quote is from the head
Upcoming Webinar: Seven Levels of Stunningly Successful Discovery Read More »
Here’s a tip most people don’t know…! While I strongly recommend against inflicting corporate overview presentations on your prospects, some elements from typical corporate
Competitive Differentiation via Whole Product Analysis Read More »
Learning is the only exit from the insanity of doing the same thing over and over and expecting a different result! But how much
How Much Learning Is Enough? Read More »
I’m amused to learn that my presentation “Seven VALIDATED Habits for Stunningly Successful Demos” was one of the top ten at Demofest. Frankly, I
Gosh – Top Ten at Demofest Read More »
What does this mean? Buyers don’t want to engage with salespeople, initially. Buyers want to pursue their processes of problem analysis, information gathering, and
Buyers Don’t Want a Relationship with Sales … Until They Do! Read More »
Stephen Covey said, “Begin with the end in mind.” I would add, “End with the next beginning in mind!”
The Next Beginning? Read More »
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