Methodology Basics

“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

There are only a few letters difference between a demonstration and demolition! Traditional approaches demolish demos by: Saving the best for last Showing how

Illustrations: Doing the Last Thing First!  An Advanced Never Stop Learning! Article “Wow!” exclaimed the CRO, “You really nailed it. That’s exactly what I’m