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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! ...
Face-to-Face Demo? Break Up the “We/They” Seating!
When you have multiple players from your team and the prospect’s team in the room, instead of taking seats with your team on one ...
Do You Track How Much Discovery Is Done?
Are you? Can you? Should you? What would you learn if you do track it? What are you missing if you don’t? Recommendation: At ...
Are You at the Top of Your Game?
I pity customer-facing folks who perceive themselves as “at the top of their game.” Why? Because that means there is only one direction they ...
No Decisions: It’s not simply “the elephant in the room”, it’s an entire herd of elephants!
Gartner and others estimate that on average 45% of all forecasted sales opportunities end in a No Decision outcome. That’s an enormous consumption of ...
“I’m not everybody…”
“I’m not everybody…” That’s what a prospect senior manager said when responding to the vendor’s comment that “Everybody likes this feature…” during a demo. ...
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer!
I’d be happy to join a session with your team to answer questions or discuss examples. Please let me know if you are interested ...
Assessing Discovery Skill Levels – How Do You Rate?
Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job ...
A Masterpiece of Modern Presales Wisdom
A Masterpiece of Modern Presales Wisdom: Peter Cohan’s “Great Demo!” Third Edition Reviewed in Germany on 15 November 2023 I always thought the second ...
A Few Great Demo! Haiku
Make all your demos Virtual or face-to-face A conversation! And in all cases Proven success is when you Do the Last Thing First! ...
Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading plan: A combo approach! ...