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We Are Programmed to Forget – And How That Impacts Our Demos
What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention ...
A Novel Approach to Qualification
“Every system is perfectly designed to get the results it gets…” W. Edwards Deming Most current qualification processes are perfectly designed to protect valuable ...
A Twist on Establishing Rapport
I’ve been experimenting with “establishing rapport” in discovery calls and believe I’ve uncovered a more effective approach… Traditionally, vendors seek to establish rapport in ...
What Is a Compelling Image Worth in a Demo?
Multiple Choice: A) One compelling software screen, properly presented, is worth 1000 words. B) One compelling software screen, properly presented, is worth 1000 mouse ...
Doing Discovery Is as Simple as ABC
(No, not Always Be Closing…!) ABC = Always Be Curious! Being genuinely curious turns discovery sessions from inquisitions and interrogations into comfortable, bidirectional conversations. ...
Dimensions of Discovery – Webinar Recording Available Now
Does one size of discovery fit all prospects? Nope! A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact ...
Assessing Demonstration Skill Levels – How Do You Rate?
Assessing Demonstration Skill Levels – How Do You Rate? (A Never Stop Learning! Article) What’s in this article for you? Assess yourself and your ...
What Should Purple Cows and Demos Have in Common?
(What makes your demos remarkable?) In 2003, Seth Godin published “Purple Cow: Transform Your Business by Being Remarkable” which urged organizations to make and ...
How Does the Anchoring Effect Impact Demos?
You are all aware of the Anchoring Effect, of course… But does the Anchoring Effect also apply to images and other entities in addition ...
“This book is the book I never knew I needed to read!”
“This book is the book I never knew I needed to read!” – Adam Freeman Great reading over the holidays (any holidays!). Doing Discovery!
Managing Questions and “Reciprocal Inquiry”
How many times have we heard a prospect ask, “Can your software do X?” and the vendor responds “Absolutely! Let me show you how ...
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning! ...
Doing Discovery Edizione Italiana – Doing Discovery Italian Edition
I am absolutely delighted to announce the availability of Doing Discovery in Italian! Many thanks to Giorgio Gnoli who performed the translation. You can ...
The Duck Test: The Curse of Expectation Bias in Discovery and Demos
If it looks like a duck, swims like a duck, and quacks like a duck, then it must be a duck, right? Nope. It ...
Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in ...
What Is Uncontrolled Vocabulary?
“And we offer the highest degree of allowlisting,” said the sales rep. There were blank looks from the majority of the prospect players in ...
Demos: Puzzles or Mysteries?
What’s the difference between a mystery and a puzzle, with respect to demos? With a puzzle, the more information you have, the closer you ...
Critical Business Issue?
Many people struggle to understand the (critical!) difference between a Critical Business Issue and “pain” (or Problems/Reasons). Here’s an easy example to help clarify… ...
When Is 1 + 1 Much Greater Than 2?
Great Demo! is ground-breaking, Doing Discovery is delightfully differentiating, and together they are truly game-changing! While both methodologies can stand on their own, they ...
Avoiding No Decision Outcomes
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly ...
Upcoming Webinar: How Much Discovery Is Enough – Or Too Much?
Join us on Wednesday November 8 at 11:00 Pacific Time as we explore a number of intriguing and surprisingly important discovery parameters, based on ...
Old vs New – Why Upgrade to Great Demo! Third Edition?
Great Demo! first appeared in 2003 – twenty years ago – and represented a major change in the process of preparing and delivering software ...
Just Do It in Demos!
Is there anything you do, at work, that you’d want to take any longer than necessary? Nope. Then why would we show anything but ...
Who’s Afraid of Asking Prospects for Specific Value Numbers?
Apparently, far too many sales and presales folks! Many sales leaders remark that “failure to uncover the value” is one of their sales teams’ ...
Reducing “No Decision” Outcomes
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?” ...
What Should Stand-up Comedians and Presales Have in Common?
What can presales (and other customer-facing folks) learn from stand-up comedians about demos and presentations? They test, discard, keep, refine, and harden new and ...
Pearls and Epiphanies: One Picture Is Worth 1000 Words; One Illustration Is Worth…?
One picture is worth 1000 words; one Great Demo! Illustration is worth 1000 mouse clicks!