When you create automated demos, consider the following: If your current live demos aren’t driving conversations, your automated versions of these will be equally
Automated Demos Don’t: Garbage In, Amplified Garbage Out! Read More »
How do you verbally communicate a phone number to someone else? We “chunk” it, almost without thinking about it – and that’s a terrific
Demo Do: Great Demos and Chunking Read More »
I frequently hear vendors talk about “your current solution” in discovery conversations and demos with prospects. Using the word “solution” implies that the problem
Discovery and Demo Don’t: “Your Current Solution” Read More »
Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry
Stunningly Awful Demos – Two Words to Avoid Read More »
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our
Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!) Read More »
I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 1 of
Demo Jockeys Interview – Doing Discovery Read More »
It’s hard to believe this would ever happen and yet it does, far too frequently! Imagine sitting down in a restaurant and exploring the
Demo Don’t: Do Discovery and Ignore It in the Demo Read More »
“Listening to other companies’ customers is the best way to gain market share, while listening to the visionaries is the best way to create
An Occasional Daily Quote Read More »
The moment I see the word “delve” in a post, article, or eBook, I know it was written by ChatGPT. It is the very
How many times have you heard a vendor say in a demo, “It’s slow today because…”? Each time a vendor utters that phrase, they
Demo Don’t: “It’s Slow Today Because…” Read More »
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