EN 
ES Great Demo!
Blog
Even an (Idiot) Executive Can Run It!
He did indeed touch type: He just used two fingers. “Simplicity is the ultimate sophistication” – Leonardo da Vinci I once worked ...
Multiple Currencies?
(Before the appearance of the Euro, we maintained a collection of envelopes each containing a European currency: German Marks, French Francs, Italian Lira, Spanish ...
English, Simply
This was a personal Dunning Kruger experience for me. “In literature the ambition of the novice is to acquire the literary language; the ...
Demos: Stuff Over Fluff
If your demo content isn’t meaningful, adding decorations won’t help. In fact, it may hurt! “Get your facts first, then you can distort ...
The Sales Distraction Team
This took place when screen sharing was still comparatively crude. “You can always find a distraction if you’re looking for one.” – Tom ...
Another Member of the Sales Prevention Team
A lack of situational awareness can be costly. “It’s the little details that are vital. Little things make big things happen.” – John ...
A Refreshing Example of Using Props and Visual Aids in Vision Reengineering
Prospects don’t know what they don’t know, and part of discovery is to understand and address this. “An optimist will tell you the ...
Verbal Aikido
One of the key ideas of Aikido is to deflect your opponent’s energy and momentum or use it against them. The same idea can ...
Inadvertent Question Grading
Here’s another reason to pay attention to your habits. “I could have been a Rhodes Scholar, except for my grades.” – Duffy Daugherty ...
Park It!
Discussions about the relative merits of technology can be endless. “The real problem is not whether machines think but whether men do.” – ...
The Golden Question
A clever version of a traditional approach resulted in an unanticipated outcome. “Judge a man by his questions rather than his answers.” – ...
Can Upskilling Be Fun?
Yes! Stories make learning informative and entertaining: Doing Discovery is spiced with stories providing an outstanding foundation for doing discovery! Great Demo! leverages stories ...
Suspending Disbelief – Are These Stories Any Good?
A lot of folks say yes! “Every one of these bonbons of wisdom were educational and entertaining at the same time” “They are amusing! ...
What Is Suspending Disbelief?
Announcing the launch of Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)! Suspending Disbelief presents thirty-five engaging and occasionally ...
Friday Funny “The Expert”
Enjoy!
The Reverse Demo: A Fabulous Discovery Method!
If you are looking to displace an existing system (either a competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo.” ...
Ready, Fire, Aim! What’s the Difference Between Skills and Methodology?
We frequently see posts like: “42 Killer Discovery Questions!” “Crush Your Quota with These 17 Discovery Questions” “Top 20 Discovery Tips” Are these helpful? ...
How Do You Create Truly Great Automated Demos?
Not by automating a Harbor Tour… Not by pounding “Tell Show Tell” over and over… And definitely not without: Setting Context Identifying Specific Challenges ...
What Did You Learn in the Past Year That You Didn’t Know Before?
How about the last two years? Five years? Ten years? Fifteen, twenty, or more? Imagine tapping into that learning, that knowledge, that wisdom, saving ...
Great Demo! Before and After Illustrations: A Visual Story!
A very effective method of presenting Great Demo! Illustrations is a “Before and After.” The “Before” is an image that represents your prospect’s sad, ...
Heading to DemoFESTx East? Stop By and Say Hi!
I’ll be presenting “Essential Elements of Discovery” in which you’ll get to choose from TWO sets of topics! (An application of the Menu Approach!) ...
“Remember When I…?”
In your demos when you find yourself saying, “Remember when I…” it means your demo is too complicated! And here’s your GPS for ...
The Power of “You” in Demos
It’s You Not We Who can solve your customers’ problems? Is it you, your customers, or both? It may seem like it should be ...
Some Great Quotations for Your Weekend!
“It ain’t what you don’t know that can hurt you. It’s what you think you know that just ain’t so.” – Mark Twain ...
Heading to DemoFESTx East? Stop By and Say Hi!
I’ll be presenting “Essential Elements of Discovery (Dimensions of Discovery).” And in between sessions I’ll hanging out in the Partners area – please drop ...
Demos and the Principle of Parsimony
“Simplicity is the ultimate sophistication.” – Leonardo da Vinci “Simplification is one mark of real genius” – Dan Ariely “Everything should be ...
Demo and Presentation Guidance from 1903
“Be terse in style, vigorous of phrase, apt, concretely apt, in similitude. Avoid platitudes and commonplaces. Exercise selection. Seize upon things salient, eliminate the ...