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We Eat First with Our Eyes: With Food AND Demos
How you present software can be as important as what you present. “We eat first with our eyes.” – Apicius On a
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Methodology Basics
How Are Typical Demos Like an Awful Cooking Class? How Do YOURS Compare?
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.
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Storytelling Analogies and Metaphors – Webinar Recording & Highlights
For the first Great Demo! webinar of 2025, we have Kirk Taylor as a guest speaker who helped us grasp the concept of storytelling
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“Tell Show Tell” Risks!
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
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Ten Levels of Demo Skills: What’s Your Level of Practice?
Level 1: Follows the standard demo script Level 2: Customizes based on the prospect’s market/industry Level 3: Customizes based on the
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Critical Dates – Prevent Prospect Procrastination
“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
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Critical Dates – Prevent Prospect Procrastination: A Never Stop Learning! Article
“Your prospect’s Critical Date is not your end of quarter…!” – Me What’s in This Article for You? An End-of-Quarter Dialog Buckets of Money
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Congrats You Just Gave a Horrible Demo!
Excellent and amusing summary of key Great Demo! ideas in a 39-minute podcast! https://digitalwildcatters.com/podcasts/what-the-funk/ Type “Cohan” in the search box and choose episode 13
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Situation Slides: A Swiss Army Knife for Sales and Presales
“Let’s see,” I wondered, “What are the various tools on my travel Swiss Army Knife?” Large blade (extremely sharp) Small blade (also extremely sharp)
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Situation Slides: A Swiss Army Knife for Sales and Presales
“It’s a floor wax and a dessert topping…!” – Saturday Night Live, January 10, 1976 “Let’s see,” I wondered, “What are the various tools
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