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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 ...
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? ...