Humor With a Bite!

A clever version of a traditional approach resulted in an unanticipated outcome.   “Judge a man by his questions rather than his answers.” –

A lot of folks say yes! “Every one of these bonbons of wisdom were educational and entertaining at the same time” “They are amusing!

Announcing the launch of Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)! Suspending Disbelief presents thirty-five engaging and occasionally

Enjoy!

“What’s he doing?” whispered my colleague in my ear… I was a third party joining a demo presented by a partner vendor to a large

Symptoms: Automated demos lack context, relevance, and rationale. Patient assumes that all prospects have the same problem, the same challenges, and the same objectives.

Symptoms: Demo begins by introducing Mike the Manager, Eunice the End-User, Veronica the VP, Andrew in Accounting, Sally the Sales Director, and Ike from

Symptoms: Presenter follows the approved but rigid demo script, regardless of the needs or interest of the prospect. Can be difficult to determine if

Symptoms: Prescience. Answering questions before your prospect can get their full question out of their month because you’ve heard them all hundreds of times

Symptoms: The sound (or lack of sound) in the room after the presenter asks, “So, are there any questions so far?” Examples: Chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp…. Cure: