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The “Butter Test” for Demos
What is the “Butter Test”? It’s another term for the “5-Second” analysis for user interface navigability. Very simply, it is a method to ensure that
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Great Demo! Resources
The Advantages of the Incumbent Vendor
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their
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The Opposite of Active Listening?
How many of us find ourselves forming a response to a prospect or customer comment or question, well before they have finished speaking? I’d
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Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The
Sales and the Difference Between Momentum and Inertia
Momentum is defined as the tendency of a body to remain in motion. Inertia is the tendency of a body to oppose the change
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Death by Corporate Overview (A Never Stop Learning! Article)
What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t
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Pre-Discovery for Critical Business Issues?
Here’s the premise: It is very helpful to know your prospect’s Critical Business Issues before the discovery call begins! Wait, what? Don’t you need
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Doing Discovery and Great Demo! Third Edition International Availability
Confirmed: The Doing Discovery and Great Demo! Third Edition books are available internationally on these Amazon sites: Country or Region URL Australia amazon.com.au Austria
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Automated Demo Content – Getting It Right
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own
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A Painful “No Decision” Analogy…
Imagine that you own and operate a nice restaurant. How would you feel if you took reservations from 100 folks for an evening of
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