Stunningly Awful Demo Communication – Unencrispening the Demo

Stunningly Awful Demo Communication – Unencrispening the Demo

Stunningly Awful Demo Communication – Unencrispening the Demo The higher the customer’s job title, typically, the stronger is their desire for vendors to be crisp, focused and precise in their communications.  “Get to the point!” is what many senior managers are...
Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!

Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!

Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All! Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears to be apathetic.  Bad news! The...
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome

Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome

Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome “Help me understand how to handle customer objections…” “My team needs to learn how to handle objections…” What’s wrong with these requests? Many sales methodologies discuss ways to...
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How

Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How

Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How Competitive Differentiation:  vendors want to differentiate, vendors try to differentiate, but most vendors fail to meaningfully and successfully differentiate, in the opinion of...
Surprisingly Delectable Demos – Delightful Dining Analogies

Surprisingly Delectable Demos – Delightful Dining Analogies

Surprisingly Delectable Demos – Delightful Dining Analogies What could we possibly learn from the realm of restaurants and food that we can apply to the wonderful world of demos?  Much more than that one might guess! Restaurants are all about Vision Generation – and...
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