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Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements
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Methodology Basics
Time Machines!
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You
“Must read for any PreSales professional”
“I wish I had read this book when I first started in PreSales. It is full of valuable frameworks for success, including situation slide
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Stunningly Awful Demos: The Top Ten List of What NOT to Do
Stunningly Awful Demos: The Top Ten List of What NOT to Do (A Collection of Demo Don’ts!) A Never Stop Learning! Article Here’s a
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Personal Learning: How Deep Do You Want to Go?
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than
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Demo Do: What’s the Significance of 76 Seconds?
That’s the average time between “speaker switches” in the most successful demos (from a Gong study of thousands of software demos a few years
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Demo Don’t: “What We Call…”
I was watching a demo yesterday and heard the presenter use the phrase, “What we call a ___” multiple times. Was it important that
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What Does “We Eat with Our Eyes First” Have to Do with Demos?
“We eat with our eyes first”: Apicius (a 1st century Roman gourmand) purportedly make this statement – and it’s also true for demos! Don’t
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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 »
A Simple Test for Discovery Skills: How Do You Rate?
Yes, really simple! Take a look at your Talk:Listen ratio: 45:55 – If you are here or better (less talking), congratulations! You are at
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