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Discovery and Demo Don’t: “Your Current Solution”
I frequently hear vendors talk about “your current solution” in discovery conversations and demos with prospects. Using the word “solution” implies that the problem ...
Stunningly Awful Demos – Two Words to Avoid
Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry ...
Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!)
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our ...
Demo Jockeys Interview – 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 1 of ...
Demo Don’t: Do Discovery and Ignore It in the Demo
It’s hard to believe this would ever happen and yet it does, far too frequently! Imagine sitting down in a restaurant and exploring the ...
An Occasional Daily Quote
“Listening to other companies’ customers is the best way to gain market share, while listening to the visionaries is the best way to create ...
Delve?
The moment I see the word “delve” in a post, article, or eBook, I know it was written by ChatGPT. It is the very ...
Demo Don’t: “It’s Slow Today Because…”
How many times have you heard a vendor say in a demo, “It’s slow today because…”? Each time a vendor utters that phrase, they ...
Open Your Eyes! How Is the Light Spectrum Like Doing Discovery?
The light spectrum offers an interesting analogy for exploring discovery information. Most vendor reps limit their discovery to capturing what they see in pure ...
Leveraging Attention-Retention Curves in Demos
Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning? ...
An Occasional Daily Quote
“I am the world’s worst salesman, therefore, I must make it easy for people to buy.” – F. W. Woolworth
Amplify Presales’ Voice!
For years, many presales leaders, managers, and staff have lamented their comparative lack of a substantial “voice” in discussions of sales opportunities, particularly in ...
An Occasional Daily Quote
“If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and ...
What Is a “Happy Ears” Score?
What Is a “Happy Ears” Score? It’s the difference between an inexperienced salesperson’s assessment of an opportunity vs a veteran presales’ perspective!
Browser Full Screen Mode: A Really Simple, Really Effective Demo Best Practice
I can’t tell you how many folks presenting demos forget (or don’t know) to enter full screen mode for browser-accessed applications. Instead of viewing only ...
An Occasional Daily Quote
“It is better to ask some of the questions than to know all of the answers.” – James Thurber
Is This Important?
In demos, how many times can you say, “Now, this is important!” before nothing is? I was watching a recorded demo from a customer ...
An Occasional Daily Quote
“Your audience craves meaning before detail.” – John Medina
Another Face-to-Face Demo Tip: Not a Fan of Laser Pointers!
Why? Numerous reasons: There is a terrible tendency for presenters to circle the spot around and around and around, leaving the audience watching the ...
An Occasional Daily Quote
“Don’t sell me a product, sell me an experience!” – Anonymous
“Two-Finger” Pointing in Face-to-Face Demos
Have you ever noticed how airline flight attendants point during their safety briefings? Most use the “Two-Finger” method. Why? Because it is the clearest ...
An Occasional Daily Quote
“Learning never exhausts the mind.” – Leonardo da Vinci
Remarkable Demos: What Makes a Demo Truly Memorable?
Remarkable Demos: What Makes a Demo Truly Memorable? A Never Stop Learning! Article “I get paid to point, click, and talk…” – A ...
An Occasional Daily Quote
“The right word may be effective, but no word was as effective as a rightly timed pause.” – Mark Twain
An Occasional Daily Quote
“There are three types of people in the world: those who can count precisely and those who cannot.” – Anonymous
Establish a Never Stop Learning Habit
The Great Demo! website Resources pages are packed with fresh ideas, pragmatic practices, insightful observations, and detailed studies providing you with unlimited access to ...
Origins of The Menu Approach: A Demo Survival Success Story
Origins of The Menu Approach: A Demo Survival Success Story A Never Stop Learning! Article “It’s a huge opportunity…” – Inexperienced salespeople everywhere! ...