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Demo Don’t #2 Present a Long, Linear Demo That Saves the Best for Last: “Where is this going…?”
Have you ever been watching someone else’s demo and after a few minutes you start wondering, “Where is this going…?” You can ensure the
Methodology Basics
Demo Don’t #1 Be unclear about your Prospect’s Needs: “The Harbor Tour.”
Offer and deliver a demo hoping that your prospect will see something of interest, eventually. Also known as “Living in the Land of Hope,”
Demo Don’t #1 Be unclear about your Prospect’s Needs: “The Harbor Tour.” Read More »
Gosh – Top Ten at Demofest
I’m amused to learn that my presentation “Seven VALIDATED Habits for Stunningly Successful Demos” was one of the top ten at Demofest. Frankly, I
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Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer!
I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has
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Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading/listening plan: A combo approach!
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Recording: Seven VALIDATED Habits for Stunningly Successful Demos
We explored seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
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Critical Business Issues: A Brief Exploration of What, Why, When, and How
Check out this 4.5-minute video that examines the importance and use of Critical Business Issues in sales and buyer enablement processes. Many thanks to
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Technologies Change but Problems Remain the Same
Technologies change over time but the problems remain the same…! Regardless of the technology, people and companies seek “better, cheaper, faster,” and “couldn’t be
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Discovery Don’t: BANT!
Don’t rely on BANT (“Budget, Authority, Needs, Timeline”) to determine whether a lead is qualified or not. Why? As the head of my business
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