Here is a terrific visual aid story that I saw in a face-to-face demo meeting: The vendor rep was discussing how their solution eliminated
What Props or Visual Aids Have You Used in Your Demos? Read More »
Reusing and remixing what has previously been written is a wonderful thing. It enables past ideas and practices to be summarized. As an experiment,
ChatGPT Thoughts: When Does ChatGPT Become Sentient? Read More »
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are
“Competitive Deals are Won Early, Not Late” Read More »
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome Read More »
“Handling objections” is a frequently requested training topic from sales and presales managers for their teams. I’m curious: What objections do you hear most
Handling Objections: What Objections Do You Hear Most Frequently? Read More »
I’ve heard numerous people identify themselves or others as “experts” in executing discovery and presenting demos, which makes me wonder: What’s a practical definition
In Doing Discovery and Delivering Demos, What’s an Expert? Read More »
In Chip and Dan Heath’s fabulous book Made to Stick, they describe using the “Three Whys” to uncover the emotional core of an idea.
The Three “Whys” and Discovery Read More »
Want a Horror Story? I’ll give you a teaser: The punchline is, “Nope, I’m good…” I watch dozens of recorded virtual demos from my
Great Demo! Virtual Demos Best Practices Read More »
When presenting a demo, if you say, “Remember when I showed you…?” It is unlikely that your prospect will remember! Why? The National Training
Demo Pitfalls #293: “Remember when I showed you…?” Read More »
Sharpen your saw for the Winter Spring, and beyond! Public Workshops are perfect for individuals or small teams: Our next EMEA Great Demo! Demonstration
Upcoming Great Demo! Demonstration Skills Public Workshops Read More »
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