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ChatGPT for Analogies
One terrific use of ChatGPT is to suggest analogies (or metaphors) to aid in your descriptions of features, functions, problems, outcomes, etc. For example,
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Demos and Prospects’ Mindset: Skeptical!
Most prospects have a skeptical, “prove it to me” mindset when they join a demo meeting, which means that vendors are starting their demos
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Storytelling Umami
What makes a good story great? The story itself can have all the elements of a good story (see Chip and Dan Heath’s Make
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Great Demo! 3rd Edition – Pre-Call for Prerelease Feedback
Hi All, I’m in the process of drafting a 3rd Edition of Great Demo! and am looking for folks who would be willing and
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Using Consensus/Automated Demos to Accelerate Discovery and Leapfrog Process Steps
Seeing who watched which Consensus segments (or other automated demo tools), for how long, and (in particular!) whether people watched the same segment multiple
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Presales / Sales Discovery Partnering Pragmatics
Many sales and presales teams struggle to determine who should do what discovery with their prospects. Here’s a simple strategy: Use Great Demo! Situation
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Great Demo! 3rd Edition?
I’m contemplating drafting a 3rd Edition of Great Demo! and would love to include success stories from existing practitioners. I’ve also been thinking about
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DEMOFEST West Coast Live and Face-to-Face: “Overcoming Sales Objections” – March 29 San Francisco
I’ll be presenting “Overcoming Sales Objections – Why Many Sales Objections Shouldn’t Need to Be Overcome” at this face-to-face presales conference: “Help me understand
“In the Hotseat” Discovery Recording
The recording is now available from this intriguing 47-minute discussion of Doing Discovery. I joined co-hosts Michael Fauscette and Pete Smith as they put me “In the Hot
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Critical Dates Have TWO Components – Plus a Subtlety…
Critical Dates have two components: The actual date and the driving force. In response to a discovery question from you, your prospect
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