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Just Do It in Demos!
Is there anything you do, at work, that you’d want to take any longer than necessary? Nope. Then why would we show anything but
Just Do It in Demos! Read More »
Great Demo! Resources
Who’s Afraid of Asking Prospects for Specific Value Numbers?
Apparently, far too many sales and presales folks! Many sales leaders remark that “failure to uncover the value” is one of their sales teams’
Who’s Afraid of Asking Prospects for Specific Value Numbers? Read More »
Reducing “No Decision” Outcomes
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?”
Reducing “No Decision” Outcomes Read More »
What Should Stand-up Comedians and Presales Have in Common?
What can presales (and other customer-facing folks) learn from stand-up comedians about demos and presentations? They test, discard, keep, refine, and harden new and
What Should Stand-up Comedians and Presales Have in Common? Read More »
Pearls and Epiphanies: One Picture Is Worth 1000 Words; One Illustration Is Worth…?
One picture is worth 1000 words; one Great Demo! Illustration is worth 1000 mouse clicks!
Pearls and Epiphanies: One Picture Is Worth 1000 Words; One Illustration Is Worth…? Read More »
Thinking About Your SKO?
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are
Thinking About Your SKO? Read More »
Is It EZ?
A non-U.S. colleague recently asked me about “EZ Access” and similar uses of “EZ”. They had been trying to sound it out, saying, “Ee-Zed…”
Pearls and Epiphanies: Meetings
Being early is on time; Being on time is late; And being late is inexcusable!
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How Is Cooking Like Doing Discovery and Demos?
Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how
How Is Cooking Like Doing Discovery and Demos? Read More »
What’s the Connection Between Monday Morning and Vision Generation Demos?
Think about what you did first thing on Monday morning. (I mean, after you consumed the comics or the sport scores or other news…!)
What’s the Connection Between Monday Morning and Vision Generation Demos? Read More »