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Debilitating Demo Diseases – Momentus Morbi
Symptoms: Doing things the same way, over and over, without exploring new options or making improvements. Also referred to as being “a victim of ...
Debilitating Demo Diseases – Tabbed-out (The Terrible Tabs Death March)
Symptoms: Presenter exhaustively (and exhaustingly) presents the contents of each tab in a row of tabs, one after another after another after another… Audience ...
Demologue Podcast – Discovery, Menus, Automated Demos and More!
I joined the fine folks at Demoboost for this 30-minute informative discussion: “This one’s special! ✨ Peter Cohan has been an inspiration to us ...
Debilitating Demo Diseases – Feature Pox, Vomitus Munera
Symptoms: Presentation of waaaaaaaay too many features and functions. Severe boredom, ennui, and sleeping may ensue in your prospects’ ranks. Other symptoms include prospects’ ...
Debilitating Demo Diseases – Phonic Consumption
Symptoms: [Generally experienced in face-to-face demos, but virtual demos are not immune] Sales rep sitting in the back of the room completely focused on ...
In the Spotlight Podcast – Doing Discovery
I joined Roi Carmel of Spotlight.ai for this delightful discussion: “Join us for a masterclass in modern sales methodology in this pivotal episode of ...
Debilitating Demo Diseases – Demo Dyspnea
Symptoms: No pauses or breaks in the delivery, followed by shortness of breath, flushed face and, finally, passing out. (Fainting is often an outcome ...
Debilitating Demo Diseases – Morsover (Death by Corporate Overview)
Symptoms: Palpitation of the audience, sleeping audience and, eventually, severe audience loss. Audience members doodle aimlessly, glance at watches or phones repeatedly, furtively use ...
CBI Plus CEBI – A Powerful Pair Driving Purchases
Many folks have commented that “people buy based on emotion and justify with logical reasons.” This is certainly true in some cases. But I think the strongest purchasing ...
Debilitating Demo Diseases – Rambleitis
Symptoms: No pauses, no breaks, no interaction with audience; an unceasing talk track. Often compounded by Conjunctionitis, fits of Whooping If, and Zippy Mouse ...
Investing Time in Discovery vs Spending Time in Demos
I find it fascinating that most discovery is far too limited, and most demos go on far too long. The opposite is what yields ...
Debilitating Demo Diseases – Zippy Mouse Syndrome
Symptoms: Mouse movements are erratic, haphazard, and may never stop. Mouse may circle constantly around certain portions of the screen. Prospects turn away from ...
Debilitating Demo Diseases – Whooping If
Symptoms: Presenter offers an ever-growing list of options linked together by “if…” Ifs often multiply rapidly, boring your audience and making your software appear ...
Cool New Tool!
From the vendor: “Spotlight.ai is an Autonomous Deal Execution platform revolutionizing enterprise sales. We help sales teams win more deals by transforming how opportunities are autonomously ...
Debilitating Demo Diseases – Conjunctionitis
Symptoms: Chronic overuse of “and” and “or” in demos. Examples: “…and the next thing I want to show you is…” “…and another really cool ...
Which of These Discovery Skills DON’T You Know?
Starting Discovery Summarizing and Summaries The Curse of Knowledge Executives Enabling Your Champion Groups Versus Individuals Communication Within Your Team Overactive Listening Burn Victims ...
Price, Price Range, and the Anchoring Effect
Of course you are all familiar with the Anchoring Effect and use it to your advantage. Here’s an interesting twist: Offering a price range ...
A Perfect Demo Environment
Have you ever said or heard: “Sorry, I don’t have an example like that in our demo system…” “No, we can’t show that workflow ...
What Happens If You Train an AI Engine with…?
What happens if you train an AI engine with poor data? You get Artificial Ignorance! What happens if you train an AI engine ...
Demo Storylines: Journey, Destination, or Both?
There’s a lot of discussion today about storytelling in demos and related sales activities. Many software vendors talk about “The Journey” or “The Customer’s ...
“Supposing is good, but finding out is better.”
“Supposing is good, but finding out is better.” – Mark Twain Just because all your existing customers suffered from X, Y, and Z doesn’t ...
Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Discovery?
Here’s an example of the DIKW progression – contemplate sailing in the ocean: Data: The wind is blowing at 30 knots. Information: The forecast ...
Automated Demos Best Practices: Specific Guidance!
“If you automate garbage demos, you’re just sending out lots of garbage!“ It is not simply about presenting a clickstream or a choose-your-own-adventure pathway. ...
Are Your Automated Demos Hurting You? Bad News!
If you automate garbage demos, you’re just sending out lots of garbage! I just returned from DemoFEST West where there was a lot of ...
Suspending Disbelief – Book Prerelease – Are These Stories Any Good?
I’m working on a new book, Suspending Disbelief: A Collection of Sales and Presales Stories (and Lessons Learned). It’s intended to be entertaining and ...
You’re Probably Doing Discovery Wrong—And It’s Costing You Deals!
I joined the fine folks at Austin Lawrence Group for this 34-minute conversation: “Most sales teams think they’re great at discovery. The reality? About ...
