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Demo Caffeine!
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April
Advanced Topics
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
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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
A Clever Way to Identify Critical Business Issues – Before the Call! Read More »
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
Let’s Talk About Empathy… Read More »
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…
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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
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
Demo Jockeys Interview Part 2 – Doing Discovery Read More »
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
Discovery Do: Prospects WANT to Be Discovered… Read More »
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
Automated Demos Don’t: Garbage In, Amplified Garbage Out! Read More »