I frequently hear vendors talk about “your current solution” in discovery conversations and demos with prospects. Using the word “solution” implies that the problem
Discovery and Demo Don’t: “Your Current Solution” Read More »
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our
Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!) Read More »
“Listening to other companies’ customers is the best way to gain market share, while listening to the visionaries is the best way to create
An Occasional Daily Quote Read More »
How many times have you heard a vendor say in a demo, “It’s slow today because…”? Each time a vendor utters that phrase, they
Demo Don’t: “It’s Slow Today Because…” Read More »
Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning?
Leveraging Attention-Retention Curves in Demos Read More »
For years, many presales leaders, managers, and staff have lamented their comparative lack of a substantial “voice” in discussions of sales opportunities, particularly in
Amplify Presales’ Voice! Read More »
In demos, how many times can you say, “Now, this is important!” before nothing is? I was watching a recorded demo from a customer
Is This Important? Read More »
Have you ever wondered why some presentations linger in your mind long after they’re over? In customer-facing roles, particularly in software demonstrations and solution
The Power of the Pause in Software Demonstrations – A Masters Series Article Read More »
Why? Numerous reasons: There is a terrible tendency for presenters to circle the spot around and around and around, leaving the audience watching the
Another Face-to-Face Demo Tip: Not a Fan of Laser Pointers! Read More »
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
“Two-Finger” Pointing in Face-to-Face Demos Read More »
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