Consider: You never see the chef chop onions on-screen! Instead, all the ingredients have been prepared ahead of time and made ready to use
Demos and Cooking Shows Part 2: Nobody Wants to Watch You Chop Vegetables Read More »
Julia Child brought French cooking dishes and methods into American households in the last century (1963-1973 or thereabouts) in her entertaining and educational cooking
Demos and Julia Child: What Can We Learn from Cooking Shows? Read More »
From the diarists: “This week on Diary of a Sales Engineer, Ryan Krueger and I had the honor and privilege to sit down with
Diary of a Sales Engineer: Engaging Conversation! Read More »
Because bacon complements almost everything! Doing Discovery similarly complements and improves all sales and presales methodologies: MEDDIC? Oh, absolutely! MEDDPICC? You betcha! Challenger? Uh
How Is “Doing Discovery” Like Bacon? Read More »
“I get paid to talk and click,” commented a presales practitioner. So, just talk and click from section to section, segment after segment, in
“Every diagnosis and treatment need a corresponding prognosis…!” – Me Wouldn’t it be a delight to dramatically differentiate in discovery? It’s easy! Once your
The Incredible Value of Value Realization Events Read More »
Doing Discovery and Great Demo! are not for everyone… They are only for those people who want to make substantial changes and improvements in
Doing Discovery and Great Demo! Are NOT for Everyone… Read More »
You’ve been demoing for forty minutes, and you finally get to a big Wow! screen. You say, “Doesn’t that look great?” and then swiftly
Demo Don’t #9 Don’t Describe Your Big Wow! Screens: “Doesn’t that look great…?” Read More »
Here are wonderful ways for you to show your software in the worst possible way when demoing online (using Zoom, Teams, Webex, GoToMeeting, etc.):
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts! Read More »
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