EN 
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Watching a Typical Live Demo Is Like…
As a prospect, watching a typical live demo is like… Watching paint dry (and just as exciting!) Being fed food you don’t want and
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Humor With a Bite!
The Single Biggest Problem with Communication…
“The single biggest problem with communication is the illusion that it has taken place.” – George Bernard Shaw
The Single Biggest Problem with Communication… Read More »
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode
Or How to Make Your Software Look Complicated, Confusing, Overwhelming, and Expensive Or How Setup Mode Is Destroying Your Demos! A Never Stop Learning!
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode Read More »
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode
How to Make Your Software Look Complicated, Confusing, Overwhelming, and Expensive Or How Setup Mode Is Destroying Your Demos! A Never Stop Learning! Article
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode Read More »
“I Get Paid to Point, Click and Talk…”
Recently, I heard a presales colleague jokingly say to a prospect, “I get paid to point, click and talk…” I just realized that a
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Demo Don’t #8 Don’t Use the Annotation and Other Tools in Your Online Demos: “Can you see my screen…?”
Here are wonderful ways for you to show your software in the worst possible way when demoing online (using Zoom, Teams, Webex, GoToMeeting, etc.):
Active Listening?
If you’re already thinking about your response, you aren’t actively listening! (And why do we often look upwards at an angle when we
Easy Summer Reading! A Prospect’s Tale – An Instructive, Humorous Account of Woe and Triumph
Invest 30-45 minutes to enjoy this story of a buyer’s journey…! Part 1: The Long Trip to Nowhere A Lesson in Lead Churn False
Typical Sales/Buying Process in 2027?
“I’ll connect my AI to your AI and let them complete the process…”
Typical Sales/Buying Process in 2027? Read More »
Demo Don’t: “I like sausage, but I don’t necessarily want to see how it’s made…!”
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 Don’t: “I like sausage, but I don’t necessarily want to see how it’s made…!” Read More »