Demo and Discovery Do: Pause Before Answering

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

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!

“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April

Ever notice how nearly every recipe online opens with an image of the completed dish, the end result? And ever notice how they don’t

Definition of lede: The introductory section of a news story that is intended to entice the reader to read the full story. Would you ever

Sales teams are taught to uncover “pain,” but the presence of pain may be insufficient to drive a sales opportunity forward. This is why

A while ago I was delivering a Great Demo! Workshop in Europe to an international audience and during our first break, a woman came