In our most recent workshop, Julie Hansen and Paul H. Pearce dived into the common challenges that software sales professionals faced when the world
Mastering Virtual Presence and Engagement for Sales Success – Recording & Highlights Read More »
Origins of The Menu Approach: A Demo Survival Success Story A Never Stop Learning! Article “It’s a huge opportunity…” – Inexperienced salespeople everywhere!
Origins of The Menu Approach: A Demo Survival Success Story Read More »
A Prospect’s Tale A Hopefully Humorous Account of Woe and Triumph (A Never Stop Learning! Article) What’s in this article for you? Part
One terrific use of ChatGPT is to suggest analogies (or metaphors) to aid in your descriptions of features, functions, problems, outcomes, etc. For example,
ChatGPT for Analogies Read More »
What makes a good story great? The story itself can have all the elements of a good story (see Chip and Dan Heath’s Make
Storytelling Umami Read More »
Nearly all sales and presales folks want to improve their storytelling skills in demos and discovery conversations. Here’s one simple approach: present a hero’s journey story in 60 seconds…
Storytelling in Demos: The Hero’s Journey in 60 Seconds…! Read More »
What makes an engaging story? How do you use stories in your demos in a way that connects to your audience?
Webinar Recording: Storytelling and Demos Read More »
Consider this a checklist and identify where you could do better…
Could Your Demos Be Better? Read More »
Many software vendors talk about “The Journey” or “The Customer’s Journey” as a storyline for their demos. We need to ask ourselves, however, what is important to the customer?
Demo “Storylines”: The Journey, The Destination, or Both Read More »
“On the PreSales Podcast, James Kaikis and Peter Cohan connect on the topic “Analogies and Metaphors in PreSales”.
Using Analogies and Metaphors in Presales – Podcast Read More »
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