EN 
ES 
Demo Don’t: Rampaging Pronouns!
I was watching a demo today and heard the vendor use a pile of personal pronouns in their delivery: Multiple and mixed uses of
Demo Don’t: Rampaging Pronouns! Read More »
Methodology Basics
One Picture = One Great Software Screen = ??
If one picture is worth 1000 words, then one great software screen is worth 1000 mouse clicks!
One Picture = One Great Software Screen = ?? Read More »
Demo Caffeine!
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April
Demo Do: Take a Page from Recipes
Ever notice how nearly every recipe online opens with an image of the completed dish, the end result? And ever notice how they don’t
Demo Do: Take a Page from Recipes Read More »
Demo Don’t: Don’t Bury the Lede!
Definition of lede: The introductory section of a news story that is intended to entice the reader to read the full story. Would you ever
Demo Don’t: Don’t Bury the Lede! Read More »
How Bad Is the Pain? Is It Critical?
Sales teams are taught to uncover “pain,” but the presence of pain may be insufficient to drive a sales opportunity forward. This is why
How Bad Is the Pain? Is It Critical? Read More »
“It’s Hard to See Your Mouse…”
“It’s hard to see your mouse…” said the prospect, “It’s pretty small.” This is a very (very!) common problem, as screen resolution of computers
“It’s Hard to See Your Mouse…” Read More »
The Sad Story of the Way Cool Tool
Once upon a time, our product manager and development team created a chemical drawing capability that enabled chemical structures to be generated with a
The Sad Story of the Way Cool Tool Read More »
The Magic of Numbers in Communicating Value
The Magic of Numbers in Communicating Value A Never Stop Learning! Article “Measure what is measurable, and make measurable what is not so.” –
The Magic of Numbers in Communicating Value Read More »
Demo Do: Great Demos and Chunking
How do you verbally communicate a phone number to someone else? We “chunk” it, almost without thinking about it – and that’s a terrific
Demo Do: Great Demos and Chunking Read More »