“Chunking” in Demos

In Great Demo! Workshops we teach how turn to a firehose demo into a series of consumable “chunks”.  Each chunk needs an introduction, body, and summary. Aristotle first suggested this about 2350 years ago:  “Tell them what you are going to tell them, tell them, then...
Your Persona Demo is Failing!

Your Persona Demo is Failing!

One of the biggest failures in Presales Consulting may be reliance upon Persona-Based Demos! It is (sadly) a perfect talk track, however, if you have not invested in discovery, know very little about your prospect or client, and want to present a ‘Harbor Tour’ demo...
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