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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
Methodology Basics
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
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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
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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
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“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
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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
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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.” –
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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
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Stunningly Awful Demos – Two Words to Avoid
Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry
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Demo Don’t: Do Discovery and Ignore It in the Demo
It’s hard to believe this would ever happen and yet it does, far too frequently! Imagine sitting down in a restaurant and exploring the
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