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Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements
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Presales Warning: beware!
Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post
Presales Warning: beware! Read More »
Time Machines!
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You
Demo or Discovery Questions? The Answer May Already Be Here!
Do you have a question about demo or discovery practices, methods, or skills? Looking for a tip to improve? The answers may already be
Demo or Discovery Questions? The Answer May Already Be Here! Read More »
Is “If it ain’t broke don’t fix It” Wrong?
Yes! Consider: “If you always do what you’ve always done, you’ll always get what you’ve always got.” – Henry Ford “If you have always
Is “If it ain’t broke don’t fix It” Wrong? Read More »
“Must read for any PreSales professional”
“I wish I had read this book when I first started in PreSales. It is full of valuable frameworks for success, including situation slide
“Must read for any PreSales professional” Read More »
Time Management Tip
Block 15 minutes BETWEEN calls to give you time to clean up from the previous call and prep for the next…!
Time Management Tip Read More »
Stunningly Awful Demos: The Top Ten List of What NOT to Do
Stunningly Awful Demos: The Top Ten List of What NOT to Do (A Collection of Demo Don’ts!) A Never Stop Learning! Article Here’s a
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Personal Learning: How Deep Do You Want to Go?
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than
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Demo Do: What’s the Significance of 76 Seconds?
That’s the average time between “speaker switches” in the most successful demos (from a Gong study of thousands of software demos a few years
Demo Do: What’s the Significance of 76 Seconds? Read More »