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Another Member of the Sales Prevention Team
Want a horror story? (I love sales and demo horror stories!) “It’s the little details that are vital. Little things make big things
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“I Already Saw Your Demo….”
“And I didn’t see anything interesting.” That was the prospect’s response to the vendor’s inquiry, “Would you like to learn more?” First
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Doing Discovery Pro Tip: “Why” Questions Drive the Conversation Upwards
And help uncover Critical Business Issues. True story: I asked a sales manager, “What’s the biggest challenge you face in your job today?” He
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Handling Questions in Demos: Verbal Aikido
One of the key ideas of Aikido is to deflect your opponent’s energy and momentum or use it against them. The same idea can
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True Story: Even an Executive Can Run It!
He did indeed touch type: He just used two fingers. “Simplicity is the ultimate sophistication” – Leonardo da Vinci I once worked
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“Habit Is Habit”
“Habit is habit, and not to be flung out of the window by anyone, but coaxed downstairs one step at a time.” — Mark
The “Butter Test” for Live and Automated Demos
What is the “Butter Test”? It’s another term for the “5-Second” analysis for user interface navigability. Very simply, it is a method to ensure that
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“The Difficulty Lies, Not in the New Ideas…”
“The difficulty lies, not in the new ideas, but in escaping from the old ones.” – John Maynard Keynes
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Automated Demos: Garbage In, Amplified Garbage Out?
Too many automated demos are uncompelling and ineffective. Why? If you’re just presenting features, your automated demos will fail. When you create automated
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“Who Dares to Teach…”
“Who dares to teach should never cease to learn.” – John Cotton Dana
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