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Mousing: Look, Find, and THEN Move
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”
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Please Stop Circling Your Mouse!
Have you ever seen a demo where the presenter circles their mouse around and around and around (and around and around) a screen element?
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Can You See My Mouse?
Not easily! The standard Mac and Windows mouse cursors are too small and too insubstantial for effective demos. Both display a thin black outline
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Why Specific Value Numbers Are MUCH More Compelling Than Platitudes
Compare the following exchanges: Scenario One: “If you use our product, you’ll save time and money…!” offers the vendor rep. “Blah blah blah blah
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In Your Demos, When You Say “If…”
In your demos, when you say “if,” you are making a major error! When you say “If,” you are creating a branched pathway that
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Hablemos de valor - Descubrir el Delta
Let’s Talk About Value – Uncovering the Delta A Never Stop Learning! Article To paraphrase Mark Twain’s comment about the weather, everyone talks about
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Planning an SKO But Can’t Afford $1000s for a Speaker?
Here’s a surprisingly effective alternative for $20-$60 per participant: Provide your team with copies of Great Demo!, Doing Discovery, and/or Suspending Disbelief! Sowing these
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Aligning Your Communication of Value
“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
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I Have to Point This Out…!
Be aware of how you point in your face-to-face demos – you may not realize what you are communicating! On a Mediterranean island, I
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SKOs, Volume Discounts, Book Club Support?
Signed copies for your SKO? Yes! Volume discounts? Yes! Book club support? Yes! Signed copies of Great Demo!, Doing Discovery, or Suspending Disbelief books are a great
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