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Demo Caffeine!
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April
Demo Do: Take a Page from Recipes
Ever notice how nearly every recipe online opens with an image of the completed dish, the end result? And ever notice how they don’t
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Demo Don’t: Don’t Bury the Lede!
Definition of lede: The introductory section of a news story that is intended to entice the reader to read the full story. Would you ever
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How Bad Is the Pain? Is It Critical?
Sales teams are taught to uncover “pain,” but the presence of pain may be insufficient to drive a sales opportunity forward. This is why
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Regional vs International English: Be Aware!
A while ago I was delivering a Great Demo! Workshop in Europe to an international audience and during our first break, a woman came
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A Clever Way to Identify Critical Business Issues – Before the Call!
A recent Great Demo! Workshop graduate asked, “How can we find relevant Critical Business Issues (CBIs) for prospects with job titles that are unfamiliar
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Let’s Talk About Empathy…
Many, many folks have commented that having empathy is critical to connecting in sales. However, just saying “you must have empathy” isn’t sufficient! How often are
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“It’s Hard to See Your Mouse…”
“It’s hard to see your mouse…” said the prospect, “It’s pretty small.” This is a very (very!) common problem, as screen resolution of computers
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Step-Change vs Optimization vs Refinement
I was watching an Audi advertisement that showed a new Audi owner trying to decide which of four headlight display options to choose from…
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Curious AI?
I’m interested, no, I’m excited about the possibility of AI being trained to be curious. It’s (comparatively) easy to uncover general trends and typical