Great Demo! Resources

Regarding the role of sales in demos, here’s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little

A Never Stop Learning! Article Are you or your colleagues unwitting members of the Sales Prevention Team? Many organizations have a “Sales Prevention Team:”

The Power of Inverted Pyramid! “Half the world is composed of people who have something to say and can’t, and the other half who

Many sales and presales practitioners say they are skilled at doing discovery – but are they? Here’s a simple method to assess yourself or

A Never Stop Learning! Article What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business

A Never Stop Learning! Article about Personal Growth “I believe that there is always something new to learn, in fact, that is one of

The 7 validated habits for stunningly successful demos we shared in 2023 still remain powerful guideposts today. But the terrain has changed. Buyer expectations,

Practical Pointing Practices for Demos A Never Stop Learning! Article “There are always three demos for every one you actually gave. The one you

Let’s Talk About Value – Uncovering the Delta A Never Stop Learning! Article To paraphrase Mark Twain’s comment about the weather, everyone talks about