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Storytelling Umami
What makes a good story great? The story itself can have all the elements of a good story (see Chip and Dan Heath’s Make ...
Great Demo! 3rd Edition – Pre-Call for Prerelease Feedback
Hi All, I’m in the process of drafting a 3rd Edition of Great Demo! and am looking for folks who would be willing and ...
Using Consensus/Automated Demos to Accelerate Discovery and Leapfrog Process Steps
Seeing who watched which Consensus segments (or other automated demo tools), for how long, and (in particular!) whether people watched the same segment multiple ...
Presales / Sales Discovery Partnering Pragmatics
Many sales and presales teams struggle to determine who should do what discovery with their prospects. Here’s a simple strategy: Use Great Demo! Situation ...
Great Demo! 3rd Edition?
I’m contemplating drafting a 3rd Edition of Great Demo! and would love to include success stories from existing practitioners. I’ve also been thinking about ...
DEMOFEST West Coast Live and Face-to-Face: “Overcoming Sales Objections” – March 29 San Francisco
I’ll be presenting “Overcoming Sales Objections – Why Many Sales Objections Shouldn’t Need to Be Overcome” at this face-to-face presales conference: “Help me understand ...
“In the Hotseat” Discovery Recording
The recording is now available from this intriguing 47-minute discussion of Doing Discovery. I joined co-hosts Michael Fauscette and Pete Smith as they put me “In the Hot ...
Critical Dates Have TWO Components – Plus a Subtlety…
Critical Dates have two components: The actual date and the driving force. In response to a discovery question from you, your prospect ...
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 ...
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 ...
“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!) ...
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 ...
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 ...
7 Tips to Create Compelling Sales Presentations That Convert
Are you tired of giving sales presentations that don’t seem to grab your audience’s attention? Do you want to create presentations that convert and ...
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, ...
“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 ...
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 ...
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 ...
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 ...
The Three “Whys” and Discovery
In Chip and Dan Heath’s fabulous book Made to Stick, they describe using the “Three Whys” to uncover the emotional core of an idea. ...
Great Demo! Virtual Demos Best Practices
Want a Horror Story? I’ll give you a teaser: The punchline is, “Nope, I’m good…” I watch dozens of recorded virtual demos from my ...
Dos and Don’ts of an Excellent Software Demo
Sales demos are a powerful way to communicate the value of your product or service to clients, prospects, and customers. The key is to ...
How to Give Better Software Demonstrations
The software demonstration is the moment of truth. It’s when you show the customer what their life will be like with your product, and ...
The Significant Failure of Traditional Demos in Modern Selling
While this information does not signal the demise of the seller’s role, it does require that we use more advanced and effective mechanisms to influence ...
Demo Pitfalls #293: “Remember when I showed you…?”
When presenting a demo, if you say, “Remember when I showed you…?” It is unlikely that your prospect will remember! Why? The National Training ...
Upcoming Great Demo! Demonstration Skills Public Workshops
Sharpen your saw for the Winter Spring, and beyond! Public Workshops are perfect for individuals or small teams: Our next EMEA Great Demo! Demonstration ...
Embrace Vuja De!
Did you ever have that strange feeling that none of this has ever happened before? Embrace that feeling!