Metodología básica

How? Combine the Menu Approach with Inverted Pyramid! Let’s say you have four prospect players in your demo meeting: An executive A middle manager

Have you ever heard a demo presenter say, “We have lot to cover so I’ll go really fast…”? Have you ever said something similar

Carefully examine the next news article you read… Each individual article is cleverly organized to enable readers to make rapid decisions about their depth

What’s in this article for you? Assess yourself and your team Ten levels of demonstration skills Exploration of each level’s characteristics Measurements for achieving

Achieving Level 7 is a major step! Most presales and salespeople are completely unaware of the use of Biased Questions. In traditional demos, vendors

“Any questions so far?” “Nope, we’re good…” There are three parts to this level: Assessing and managing the flow of questions. Exploring the intent

Solving the “No Disco No Demo!” vs “Just Show Me a Demo!” Dilemma How often are you asked to provide an overview demo to