What Does “We Eat with Our Eyes First” Have to Do with Demos?

“We eat with our eyes first”: Apicius (a 1st century Roman gourmand) purportedly make this statement – and it’s also true for demos! Don’t

Demo Do: Post-Demo Reviews

How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example: What went well? What could have been

In demos, present the “What” but only show the “How” if the prospect asks! (See Great Demo! Third Edition for the delicious recipe for

Demo Do: Let Your Champion Drive! A Never Stop Learning! Article “Stand away from the mouse and nobody will get hurt!” – Salesperson

Vendors often get questions during demos and discovery calls from prospects and customers who want to know, “Can your software do ___?” The best

Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives

The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome,

Yes, really simple! Take a look at your Talk:Listen ratio: 45:55 – If you are here or better (less talking), congratulations! You are at

I was watching a demo today and heard the vendor use a pile of personal pronouns in their delivery: Multiple and mixed uses of

If one picture is worth 1000 words, then one great software screen is worth 1000 mouse clicks!