ES 
EN GREAT DEMO!
Blog
The “Butter Test” for Live and Automated Demos
¿Qué es la "prueba de la mantequilla"? Es otro término para el análisis de "5 segundos" para la navegabilidad de la interfaz de usuario. En pocas palabras, es un método para garantizar que...
“The Difficulty Lies, Not in the New Ideas…”
“The difficulty lies, not in the new ideas, but in escaping from the old ones.” – John Maynard Keynes
Automated Demos: Garbage In, Amplified Garbage Out?
Too many automated demos are uncompelling and ineffective. Why? If you’re just presenting features, your automated demos will fail. When you create automated ...
How Is Memory Strength Like a Spiderweb?
The more strands and attachment points the better! Have you ever seen a spiderweb in a good breeze and been amazed at its tenacity? ...
SKO Swipes: Revenue Leaders LOVE These!
Revenue Generators: You won’t like this while it is happening, but you’ll thank your leaders afterwards! “Now THIS is different…!” I thought. I was ...
“I was gratified to be able to answer promptly…”
“I was gratified to be able to answer promptly, and I did. I said I didn’t know” — Mark Twain
Uncovering Critical Business Issues: A True Story
One day, a head of sales called me, out of the blue, and opened the conversation with, “Our demos suck…!” This was one of ...
¿Cuándo debe comunicarse el valor?
When should you communicate tangible, specific value in your demos? Frequently! In Great Demo! methodology, our guidance includes: Right at the beginning of the ...
Value: A Bit LESS About Numbers?
How many digits of Pi do you remember? How many digits of Pi do you use?! The math constant π (Pi) has an ...
Perception
We note the presence of something new much more acutely than the absence of something old.
Calculating Value: Numbers You Should Know
Value calculations rely on a number (pun intended!) of constants that every customer-facing vendor player should learn and memorize! Here are a few: Working ...
Annualize Your Value Statements!
How is 1 day per week worth 2 FTEs? When communicating value, we need to present the largest reasonable figures. One simple way to ...
What is the Calculus of Sales?
Critical Moments! What is the Calculus of Sales (or more accurately, what is the Calculus of Buying)? It is understanding what happens moment by ...
Value Statements Need to Align with Job Title
The sales call wasn’t going well! I was watching the prospect’s reaction to the salesperson’s statements… He said, “It looks like you’ll gain $24 ...
A New Strangely Accurate Forecast and Pipeline Term
LITLOH! What is LITLOH? Living In The Land Of Hope. And if the opportunity rolls over into the next quarter it is Lounging ...
Hacer tangibles las cifras monetarias
What can $100 buy? $1,000? $25,000? $1,000,000? It is often hard to associate an amount with a tangible deliverable, and it gets more difficult ...
¿Quieres una Demo Horror Story?
(Stop selling when your prospect is ready to buy!) I was doing a demo for a small but important prospect. The CEO ...
“Great!” Said the Salesperson…
I can’t tell you how many times I’ve heard vendors exclaim “Great!” in response to a prospect admitting a major pain. It would be ...
Life Sciences Sales Lab Podcast – Flipping the Demo!
“In the world of life sciences, we often fall into the trap of the “Harbor Tour”—dragging our prospects through every single feature, button, and ...
Arithmancy: The Magic of Numbers!
How a Little Goes a Long Way: 3 Minutes Equals $24 Million Some years ago, there was an explosion of interest in electronic health ...
Which Vendor Statement Has More Impact?
Compare these: “If you buy our software, you’ll save time and money…!” “If you implement our software, it looks like you will reduce your ...
Sage Sayings and Wise Words to End 2025 and Start 2026
Do the Last Thing First! Peel Back the Layers. Encrispen! Avoid Buying It Back. Execute all pathways with the fewest ...
“Here’s the Truth?”
When someone starts a sentence with the phrase, “Here’s the truth,” I’m immediately skeptical!
"Relleno de clientes": ¡un consejo de demostración realmente estupendo!
This tip will change your demos BIG time… Encourage your prospects to actively PARTICIPATE in your demos by gently (but firmly!) forcing them to ...
Diga a sus clientes potenciales "No pasa nada por decir que no...".
Most people, as prospects, are uncomfortable saying “no” to sales teams. Prospects will say “yes” to small steps rather than to stop the process ...
An End of the Quarter Dialog
This same conversation occurs hundreds of times, all around the world every year! “A man who carries a cat by the tail learns something he can ...
La noche antes de la gran demostración
With New Stanzas! (and apologies to Clement Clarke Moore) ‘Twas the night ‘fore the demo and all through the house Not a creature ...