Time Management Tip

Block 15 minutes BETWEEN calls to give you time to clean up from the previous call and prep for the next…!

Stunningly Awful Demos: The Top Ten List of What NOT to Do

Stunningly Awful Demos: The Top Ten List of What NOT to Do (A Collection of Demo Don’ts!) A Never Stop Learning! Article Here’s a

With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than

Take a guess, first…! Now consider: Which screen(s) to choose and why? When to present (e.g., beginning, middle, end)? How to introduce the context?

I was watching a demo yesterday and heard the presenter use the phrase, “What we call a ___” multiple times. Was it important that

“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

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