The recording is now available from this intriguing 47-minute discussion of Doing Discovery. I joined co-hosts Michael Fauscette and Pete Smith as they put me “In the Hot
“In the Hotseat” Discovery Recording Read More »
Critical Dates have two components: The actual date and the driving force. In response to a discovery question from you, your prospect
Critical Dates Have TWO Components – Plus a Subtlety… Read More »
I am thrilled to join the fine folks at Consensus in their new Presales Book Club, with my recent book Doing Discovery as their
Consensus DEMOFEST Community Presales Book Club Read More »
I joined Tony Moze for this 59-minute exploration of: The origin stories behind Great Demo! and “Do the Last Thing First” The value of
24 Demo Nuggets: The Tony Moze Podcast – The Psychology of a Great Demo! Read More »
How important are your mouse movements in your demos? Very! Consider a typical live 1-hour demo: When delivered over the web, most (or all!)
“Mousing” in Demos Read More »
I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title
Podcast: 23 Nuggets from Doing Discovery – Technically Sold Read More »
Here is a terrific visual aid story that I saw in a face-to-face demo meeting: The vendor rep was discussing how their solution eliminated
What Props or Visual Aids Have You Used in Your Demos? Read More »
Are you tired of giving sales presentations that don’t seem to grab your audience’s attention? Do you want to create presentations that convert and
7 Tips to Create Compelling Sales Presentations That Convert Read More »
Reusing and remixing what has previously been written is a wonderful thing. It enables past ideas and practices to be summarized. As an experiment,
ChatGPT Thoughts: When Does ChatGPT Become Sentient? Read More »
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are
“Competitive Deals are Won Early, Not Late” Read More »
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