EN 
ES 
“Mousing” in Demos
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 »
Humor With a Bite!
Demo Tip: Curing Zippy Mouse Syndrome
Do you suffer from Zippy Mouse Syndrome? Here are the symptoms…
Demo Tip: Curing Zippy Mouse Syndrome Read More »
A Terrible Tabs Demo Death March
I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 (eleven!) tabs were explored, one after another after another after another after…
A Terrible Tabs Demo Death March Read More »
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience
As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos.
Imagine that you and four colleagues are a bit hungry and decide to have a bite…
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience Read More »
A Demo Horror Story – Snatching Defeat from the Jaws of Victory
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
A Demo Horror Story – Snatching Defeat from the Jaws of Victory Read More »
Two Presales in a Pod – What Is Lead Churn?
In which we explore stories of the horrors of “Lead Churn” (and some solutions).
Two Presales in a Pod – What Is Lead Churn? Read More »
What Do You Think About This Approach?
Here’s an email I received recently (slightly redacted to protect identities) – what do you think about this approach to offering a demo?
What Do You Think About This Approach? Read More »
The Content-Free Buzzword-Compliant Vocabulary List
“Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your other tools. Robust and scalable, your organization can enjoy the benefits of
The Content-Free Buzzword-Compliant Vocabulary List Read More »
No Decision Outcomes Make Up ~45% of All Forecasted Opportunities in Software Sales. Why Should You Care?
No Decision outcomes make up ~45% of all forecasted opportunities in software sales. Why should you care?