Metodología básica

Not all votes are *ahem* equal! When counting votes, remember that businesses are not necessarily democracies, and all votes are not necessarily equal! For

More on a Truly Terrific Demo Self-Rescue Technique You’ve been asked to present a demo to a prospect team of dozen people, about which

Have you ever been in a situation where: You find yourself in front of an audience about which you know nothing of their needs

The platypus has often been described as being “designed by a committee.” Many demos suffer similar challenges as they try to embrace the needs

Una de las ideas clave del Aikido es desviar la energía y el impulso de tu oponente o utilizarlo en su contra. La misma idea puede

¿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

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 calculations rely on a number (pun intended!) of constants that every customer-facing vendor player should learn and memorize! Here are a few: Working

How is 1 day per week worth 2 FTEs? When communicating value, we need to present the largest reasonable figures. One simple way to

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