Which Vendor Statement Has More Impact?
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
Which Vendor Statement Has More Impact? Read More »
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
Which Vendor Statement Has More Impact? Read More »
In a demo, clicking or changing screens while the prospect is talking indicates “I’m not listening…!” Just saw this and realized how rude
Demo No No: “I’m not listening…!” Read More »
“There are always three demos for every one you actually gave. The one you practiced, the one you gave, and the one you wish
Practical Pointing Practices for Demos Read More »
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
Click-Click-ClickClickClickClickClickClick-Clickety-Click…! Read More »
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”
Mousing: Look, Find, and THEN Move Read More »
Have you ever seen a demo where the presenter circles their mouse around and around and around (and around and around) a screen element?
Please Stop Circling Your Mouse! Read More »
In your demos, when you say “if,” you are making a major error! When you say “If,” you are creating a branched pathway that
In Your Demos, When You Say “If…” Read More »
“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
Aligning Your Communication of Value Read More »
When I hear people talking about their gold demo, or bronze demo, or any other form of single “standard” demo, I cringe! Why? Because
When I Hear People Talking about Their Gold Demo, I Cringe! Read More »