Origins of The Menu Approach: A Demo Survival Success Story A Never Stop Learning! Article “It’s a huge opportunity…” – Inexperienced salespeople everywhere!
Origins of The Menu Approach: A Demo Survival Success Story Read More »
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
Face-to-Face Demo? Break Up the “We/They” Seating! Read More »
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
What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention
We Are Programmed to Forget – And How That Impacts Our Demos Read More »
“Every system is perfectly designed to get the results it gets…” W. Edwards Deming Most current qualification processes are perfectly designed to protect valuable
A Novel Approach to Qualification Read More »
I’ve been experimenting with “establishing rapport” in discovery calls and believe I’ve uncovered a more effective approach… Traditionally, vendors seek to establish rapport in
A Twist on Establishing Rapport Read More »
(What makes your demos remarkable?) In 2003, Seth Godin published “Purple Cow: Transform Your Business by Being Remarkable” which urged organizations to make and
What Should Purple Cows and Demos Have in Common? Read More »
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning!
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge Read More »
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 Duck Test: The Curse of Expectation Bias in Discovery and Demos Read More »
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in
EN EN 
ES
