Value! Value! Value! Value! The number one complaint from presales, sales, and customer success leaders about their teams’ demos is that “they don’t communicate
Demonstration Skills Level 4: Communicates Business Value Read More »
Wait, what? You want discovery information before presenting the demo? Yes, please! Level 3: Customizes Based on Discovery Information Uncovered This requires three steps
Assessing Demonstration Skills – Level 3 – Incorporating Discovery! Read More »
What’s important about +1, +49, +44, +33, +91, etc.? Customizes Based on Prospect’s Geo/Market/Industry The first small step towards customizing demos to meet prospects’
Assessing Demonstration Skills Levels – Level 2 Read More »
(And Avoid Getting Lost in the Weeds) “Demos should be perceived as structured conversations…!” You are in the midst of delivering a
Demos: The Elegant Art of Managing Questions and Time Read More »
A Never Stop Learning! Article “Demos should be perceived as structured conversations…!” You are in the midst of delivering a demo and
The Elegant Art of Managing Questions and Time Read More »
Your prospect asks, “Can it do X?” “…in addition to my many other recovery issues, I’m also a founding member of Overtalkers Anonymous”
“The power to question is the basis of all human progress.” – Indira Gandhi Gong’s study of tens of thousands of demos found
More Questions, More Successful Demos! Read More »
How else might you use The Menu Approach? Tradeshows: Dealing with “Show Me A Demo…” If you have ever worked a demo station
The Menu Approach: Two More Applications! Read More »
A Never Stop Learning! Article Have you ever been in a situation where: You find yourself in front of an audience you know nothing
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique Read More »
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