Carefully examine the next news article you read… Each individual article is cleverly organized to enable readers to make rapid decisions about their depth
Why Structure Demos Like a News Article? Part 2: Inverted Pyramid! Read More »
I joined Emmanuel King Ibironke of The Intelligence Forge for this discussion of demos, discovery, and founding and developing a training and content business.
What’s in this article for you? Assess yourself and your team Ten levels of demonstration skills Exploration of each level’s characteristics Measurements for achieving
Assessing Demonstration Skills Levels – The Complete Article! Read More »
A Never Stop Learning! Article What’s in this article for you? Assess yourself and your team Ten levels of demonstration skills Exploration of each
Assessing Demonstration Skills Levels – How Do You Rate? Read More »
How adept are you with these? Demos to the 5 Technology Adoption Curve Populations “Burn Victims” Executive Briefing Centers New Products and New Categories
Demo Skills Level 9 – Adapts Across a Broad Range of Demo Scenarios Read More »
Achieving Level 7 is a major step! Most presales and salespeople are completely unaware of the use of Biased Questions. In traditional demos, vendors
Demo Skills Level 7: Using Biased Questions to Outflank Competition Read More »
“Any questions so far?” “Nope, we’re good…” There are three parts to this level: Assessing and managing the flow of questions. Exploring the intent
Demonstration Skills Level 6: Manages and Explores Prospect Questions Read More »
Solving the “No Disco No Demo!” vs “Just Show Me a Demo!” Dilemma How often are you asked to provide an overview demo to
Demonstration Skills Level 5: Vision Generation! Read More »
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 »
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