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The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where: You find yourself in front of an audience about which you know nothing of their needs ...
The Meaningless-Filler Gratuitous-Phrases Vocabulary List
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
The Man Who Does Not Read Good Books…
“The man who does not read good books has no advantage over the man who cannot read them.” — Mark Twain
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.” – ...
The Important Difference Between Symptoms vs a Correct Diagnosis When Doing Discovery
Pain is often a symptom of a bigger issue: a Critical Business Issue. Here’s a true story related to me recently: A friend complained ...
The Ignition Demo: A Conversation with Peter Cohan – Podcast
I joined Randy Frank of Navattic to explore the “Ignition Demo”, the spark needed to engage early stage prospects in the buying journey.
The Gruesome Anatomy of a Typical One-Hour Web Overview Demonstration
A True Story “What’s he doing?” whispered my colleague in my ear… I was a third party joining a demo presented by a partner ...
The Gruesome Anatomy of a One-Hour Overview Demo
Warning! Gruesome content ahead! Here’s the rough but strangely consistent timeline for far-too-many overview demos: 00:00: Fumbling with Zoom/Teams/Google Meet 00:04: Introductions, but one-sided ...
The Great Demo! Top Ten List
You – the selling team (sales and presales) – must know what you want to accomplish before you begin and plan your demo meeting with ...
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.” – ...
The First Demo Takes Advantage of the Anchoring Effect!
The anchoring effect applies to images as well as written or spoken content. The first version of a solution that a prospect sees biases ...
The Fallacy of Baselines
In the past, I’ve recommended “establishing a baseline” as the starting point for tracking metrics. “Track a few quarters to establish a baseline,” I ...
The Dunning–Kruger Effect – and Demos
People often don’t know what they don’t know...
The Duck Test: The Curse of Expectation Bias in Discovery and Demos
If it looks like a duck, swims like a duck, and quacks like a duck, then it must be a duck, right? Nope. It ...
The Content-Free Buzzword-Compliant Vocabulary List
“Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your other tools. Robust and scalable, your organization can enjoy the benefits of ...
The Advantages of the Incumbent Vendor
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their ...
The “Butter Test” for Live and Automated Demos
What is the “Butter Test”? It’s another term for the “5-Second” analysis for user interface navigability. Very simply, it is a method to ensure that ...
The “Butter Test” for Demos
What is the “Butter Test”? It’s another term for the “5-Second” analysis for user interface navigability. Very simply, it is a method to ensure that ...
That’s a Zippy Mouse! A True Tradeshow Story
Some habits can be changed… We were on booth duty the morning after a long, but enjoyable evening on Bourbon Street listening to Dixieland. ...
Terrific Zoom Tip
You can use your spacebar as a “push-to-talk” button when your microphone is muted in Zoom.
Ten Levels of Demo Skills: What’s Your Level of Practice?
Level 1: Follows the standard demo script Level 2: Customizes based on the prospect’s market/industry Level 3: Customizes based on the ...
Tell Your Prospects “It’s OK to say no…”
Most people, as prospects, don’t want to say “no” to sales teams. We are typically more comfortable to say “yes” to small steps than ...
Tell Your Prospects “It’s OK to say no…”
Most people, as prospects, are uncomfortable saying “no” to sales teams. Prospects will say “yes” to small steps rather than to stop the process ...
Technologies Change but Problems Remain the Same
Technologies change over time but the problems remain the same…! Regardless of the technology, people and companies seek “better, cheaper, faster,” and “couldn’t be ...
Take Your Webcam Cover Off!
Let’s humanize the web communication experience – take your webcam cover off!
Take a Break from Your Reading…?
I was surprised when I heard this recommendation from three separate people… They said they were working their way through business books and needed ...
Suspending Disbelief: 5 Minutes Can Save You 5 Years (or More! )
“Ugh – I learned it the hard way. This would have saved me five years!” “I didn’t realize what I was doing was a ...