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Demo Don’t: “It’s Slow Today Because…”
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
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Great Demo! Resources
Open Your Eyes! How Is the Light Spectrum Like Doing Discovery?
The light spectrum offers an interesting analogy for exploring discovery information. Most vendor reps limit their discovery to capturing what they see in pure
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Leveraging Attention-Retention Curves in Demos
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?
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Amplify Presales’ Voice!
For years, many presales leaders, managers, and staff have lamented their comparative lack of a substantial “voice” in discussions of sales opportunities, particularly in
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An Occasional Daily Quote
“If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and
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Browser Full Screen Mode: A Really Simple, Really Effective Demo Best Practice
I can’t tell you how many folks presenting demos forget (or don’t know) to enter full screen mode for browser-accessed applications. Instead of viewing only
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An Occasional Daily Quote
“It is better to ask some of the questions than to know all of the answers.” – James Thurber
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Is This Important?
In demos, how many times can you say, “Now, this is important!” before nothing is? I was watching a recorded demo from a customer
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An Occasional Daily Quote
“Your audience craves meaning before detail.” – John Medina
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The Power of the Pause in Software Demonstrations – A Masters Series Article
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
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