Methodology Basics

Today I heard a DemoFest presenter say, “you can always use a Harbor Tour demo for those situations where you’ve been given short notice

I find it fascinating that most discovery is far too limited, and most demos go on far too long. The opposite is what yields

How you present software can be as important as what you present.   “We eat first with our eyes.” – Apicius   On a

Imagine you’ve signed up for an in-person cooking class experience… You’ve been told you’ll be following a recipe to create a famous, delicious dish.

Many people in sales and presales have been taught to “Tell Show Tell” when demonstrating their software. It’s a good approach, but you need

Level 1:     Follows the standard demo script Level 2:     Customizes based on the prospect’s market/industry Level 3:     Customizes based on the

“Your prospect’s Critical Date is not your end of quarter…!” Vendor sales teams at the end of every quarter and especially at the end