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An Occasional Daily Quote
“If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and
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What Is a “Happy Ears” Score?
What Is a “Happy Ears” Score? It’s the difference between an inexperienced salesperson’s assessment of an opportunity vs a veteran presales’ perspective!
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Browser Full Screen Mode: A Really Simple, Really Effective Demo Best Practice
I can’t tell you how many folks presenting demos forget (or don’t know) to enter full screen mode for browser-accessed applications. Instead of viewing only
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The Crisp Currency of Discovery Communication – A Never Stop Learning! Article
Have you ever heard this dialog before? Salesperson: “I need you to do a demo tomorrow for ACME Corp – it’s a huge opportunity!”
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An Occasional Daily Quote
“It is better to ask some of the questions than to know all of the answers.” – James Thurber
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Is This Important?
In demos, how many times can you say, “Now, this is important!” before nothing is? I was watching a recorded demo from a customer
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An Occasional Daily Quote
“Your audience craves meaning before detail.” – John Medina
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Another Face-to-Face Demo Tip: Not a Fan of Laser Pointers!
Why? Numerous reasons: There is a terrible tendency for presenters to circle the spot around and around and around, leaving the audience watching the
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An Occasional Daily Quote
“Don’t sell me a product, sell me an experience!” – Anonymous
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“Two-Finger” Pointing in Face-to-Face Demos
Have you ever noticed how airline flight attendants point during their safety briefings? Most use the “Two-Finger” method. Why? Because it is the clearest
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