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Consensus DEMOFEST Community Presales Book Club
I am thrilled to join the fine folks at Consensus in their new Presales Book Club, with my recent book Doing Discovery as their
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24 Demo Nuggets: The Tony Moze Podcast – The Psychology of a Great Demo!
I joined Tony Moze for this 59-minute exploration of: The origin stories behind Great Demo! and “Do the Last Thing First” The value of
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“Mousing” in Demos
How important are your mouse movements in your demos? Very! Consider a typical live 1-hour demo: When delivered over the web, most (or all!)
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Podcast: 23 Nuggets from Doing Discovery – Technically Sold
I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title
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What Props or Visual Aids Have You Used in Your Demos?
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
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ChatGPT Thoughts: When Does ChatGPT Become Sentient?
Reusing and remixing what has previously been written is a wonderful thing. It enables past ideas and practices to be summarized. As an experiment,
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“Competitive Deals are Won Early, Not Late”
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are
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Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections
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Handling Objections: What Objections Do You Hear Most Frequently?
“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
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In Doing Discovery and Delivering Demos, What’s an Expert?
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
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