The light spectrum offers an interesting analogy for exploring discovery information. Most vendor reps limit their discovery to capturing what they see in pure
Open Your Eyes! How Is the Light Spectrum Like Doing Discovery? Read More »
Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning?
Leveraging Attention-Retention Curves in Demos Read More »
“I am the world’s worst salesman, therefore, I must make it easy for people to buy.” – F. W. Woolworth
An Occasional Daily Quote Read More »
For years, many presales leaders, managers, and staff have lamented their comparative lack of a substantial “voice” in discussions of sales opportunities, particularly in
Amplify Presales’ Voice! Read More »
“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
An Occasional Daily Quote Read More »
What Is a “Happy Ears” Score? It’s the difference between an inexperienced salesperson’s assessment of an opportunity vs a veteran presales’ perspective!
What Is a “Happy Ears” Score? Read More »
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
Browser Full Screen Mode: A Really Simple, Really Effective Demo Best Practice Read More »
Have you ever heard this dialog before? Salesperson: “I need you to do a demo tomorrow for ACME Corp – it’s a huge opportunity!”
The Crisp Currency of Discovery Communication – A Never Stop Learning! Article Read More »
“It is better to ask some of the questions than to know all of the answers.” – James Thurber
An Occasional Daily Quote Read More »
In demos, how many times can you say, “Now, this is important!” before nothing is? I was watching a recorded demo from a customer
Is This Important? Read More »
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