Methodology Basics

Compare these: “If you buy our software, you’ll save time and money…!” “If you implement our software, it looks like you will reduce your

In a demo, clicking or changing screens while the prospect is talking indicates “I’m not listening…!”   Just saw this and realized how rude

“There are always three demos for every one you actually gave. The one you practiced, the one you gave, and the one you wish

Demo Presenters: You are not bound to your chair! I watched a ninety-minute face-to-face demo, and the presenter never left his chair! Result? He

That’s the sound of an over-enthusiastic mouse… I was watching a demo from the founder of a startup who was excited to share his

Let’s run a quick experiment: Open an existing document in MS Word. Now, choose “Review” and then “New Comment.” (Or “Suggesting” and “Add Comment”

Have you ever seen a demo where the presenter circles their mouse around and around and around (and around and around) a screen element?

In your demos, when you say “if,” you are making a major error! When you say “If,” you are creating a branched pathway that

“And if you use our tool,” said the salesperson, “you’ll save millions every year!” The response from the prospect team was indifferent, even quietly

When I hear people talking about their gold demo, or bronze demo, or any other form of single “standard” demo, I cringe! Why? Because