The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome,
The Power of Analogies and Metaphors in Demos and Discovery Read More »
Yes, really simple! Take a look at your Talk:Listen ratio: 45:55 – If you are here or better (less talking), congratulations! You are at
A Simple Test for Discovery Skills: How Do You Rate? Read More »
I was watching a demo today and heard the vendor use a pile of personal pronouns in their delivery: Multiple and mixed uses of
Demo Don’t: Rampaging Pronouns! Read More »
If one picture is worth 1000 words, then one great software screen is worth 1000 mouse clicks!
One Picture = One Great Software Screen = ?? Read More »
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April
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
Demo Do: Take a Page from Recipes Read More »
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
Demo Don’t: Don’t Bury the Lede! Read More »
Sales teams are taught to uncover “pain,” but the presence of pain may be insufficient to drive a sales opportunity forward. This is why
How Bad Is the Pain? Is It Critical? Read More »
A while ago I was delivering a Great Demo! Workshop in Europe to an international audience and during our first break, a woman came
Regional vs International English: Be Aware! Read More »
A recent Great Demo! Workshop graduate asked, “How can we find relevant Critical Business Issues (CBIs) for prospects with job titles that are unfamiliar
A Clever Way to Identify Critical Business Issues – Before the Call! Read More »
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