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Demo Don’t: “I like sausage, but I don’t necessarily want to see how it’s made…!”
In demos, present the “What” but only show the “How” if the prospect asks! (See Great Demo! Third Edition for the delicious recipe for ...
Demo Do: Let Your Champion Drive!
Demo Do: Let Your Champion Drive! A Never Stop Learning! Article “Stand away from the mouse and nobody will get hurt!” – Salesperson ...
Buying Process vs Rebuying Process?
Buying processes, as typically defined by most vendors, run from initial contact to the close. Perhaps we should rethink this and consider a richer ...
Demo and Discovery Do: Five Answers for “Can it do ___?”
Vendors often get questions during demos and discovery calls from prospects and customers who want to know, “Can your software do ___?” The best ...
Demo and Discovery Do: Pause Before Answering
Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives ...
The Power of Analogies and Metaphors in Demos and Discovery
The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome, ...
A Simple Test for Discovery Skills: How Do You Rate?
Yes, really simple! Take a look at your Talk:Listen ratio: 45:55 – If you are here or better (less talking), congratulations! You are at ...
Demo Don’t: Rampaging Pronouns!
I was watching a demo today and heard the vendor use a pile of personal pronouns in their delivery: Multiple and mixed uses of ...
One Picture = One Great Software Screen = ??
If one picture is worth 1000 words, then one great software screen is worth 1000 mouse clicks!
Demo Caffeine!
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April ...
Demo Do: Take a Page from Recipes
Ever notice how nearly every recipe online opens with an image of the completed dish, the end result? And ever notice how they don’t ...
Demo Don’t: Don’t Bury the Lede!
Definition of lede: The introductory section of a news story that is intended to entice the reader to read the full story. Would you ever ...
How Bad Is the Pain? Is It Critical?
Sales teams are taught to uncover “pain,” but the presence of pain may be insufficient to drive a sales opportunity forward. This is why ...
Regional vs International English: Be Aware!
A while ago I was delivering a Great Demo! Workshop in Europe to an international audience and during our first break, a woman came ...
A Clever Way to Identify Critical Business Issues – Before the Call!
A recent Great Demo! Workshop graduate asked, “How can we find relevant Critical Business Issues (CBIs) for prospects with job titles that are unfamiliar ...
Let’s Talk About Empathy…
Many, many folks have commented that having empathy is critical to connecting in sales. However, just saying “you must have empathy” isn’t sufficient! How often are ...
“It’s Hard to See Your Mouse…”
“It’s hard to see your mouse…” said the prospect, “It’s pretty small.” This is a very (very!) common problem, as screen resolution of computers ...
Step-Change vs Optimization vs Refinement
I was watching an Audi advertisement that showed a new Audi owner trying to decide which of four headlight display options to choose from… ...
Curious AI?
I’m interested, no, I’m excited about the possibility of AI being trained to be curious. It’s (comparatively) easy to uncover general trends and typical ...
The Sad Story of the Way Cool Tool
Once upon a time, our product manager and development team created a chemical drawing capability that enabled chemical structures to be generated with a ...
The Magic of Numbers in Communicating Value
The Magic of Numbers in Communicating Value A Never Stop Learning! Article “Measure what is measurable, and make measurable what is not so.” – ...
Automated Demos Do: Get to the Point!
I just watched a website-hosted automated demo and was appalled at what I saw! The demo is designed to highlight the capabilities of the ...
Demo Jockeys Interview Part 2 – Doing Discovery
I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 2 of ...
Discovery Do: Prospects WANT to Be Discovered…
Prospects with complex problems want to be discovered, but they are cautious. It’s like to going to see a doctor about a problem: You ...
Sales and Presales New Hire Interview Process Remarkable Change – A Test for Discovery Skills
We realized that our traditional interview process for sales and presales staff was seriously flawed: It had a very strong bias towards hiring people ...
Automated Demos Don’t: Garbage In, Amplified Garbage Out!
When you create automated demos, consider the following: If your current live demos aren’t driving conversations, your automated versions of these will be equally ...
Demo Do: Great Demos and Chunking
How do you verbally communicate a phone number to someone else? We “chunk” it, almost without thinking about it – and that’s a terrific ...