We had recently released our new flagship software which embodied the latest cutting-edge technologies. We had great success selling it to some of our
Discovery and Demos Across the Technology Adoption Curve – Part 1: A Story Leer Más "
I am surprised at how many software vendors offer a POC early in discussions with prospects. Not surprisingly, many of these organizations suffer from low
“Want to Run a Free POC?” Leer Más "
Why? Musicians understand dynamics (louds and softs). They know when and how to drop their voice to a whisper or deliver a forceful phrase.
Software Demos by Musicians: Musicians Have an Advantage! Leer Más "
Of Course! Best Practices Are Just Local Maxima… Five thoughts: What is currently considered a best practice today will likely be exceeded by another
Do Best Practices Age? Leer Más "
What are your prospects’ emotional stances when you start your demos? Enthused? Curious? Skeptical? Cynical? Annoyed? Apathetic? Neutral? How does their mindset
Demos and Prospects’ Initial Mindset Leer Más "
What’s important about “methodology”? A great deal! A methodology is an integrated, coherent suite of skills that interconnect, leverage and support one another, enabling
Demo Skills Level 10 – Methodology! Leer Más "
How adept are you with these? Demos to the 5 Technology Adoption Curve Populations “Burn Victims” Executive Briefing Centers New Products and New Categories
Demo Skills Level 9 – Adapts Across a Broad Range of Demo Scenarios Leer Más "
It’s your target average Speaker Switch time! “One good conversation can shift the direction of the change forever.” – Linda Lam Speaker
What Does 76 Seconds Have to Do with Better Demos? Leer Más "
This was a personal Dunning Kruger experience for me… “In literature the ambition of the novice is to acquire the literary language; the
Customers sing your praises to prospects (then beat you up about desired functionality)! One of my first recommendations as a board member was
Users’ Groups: An Underutilized Competitive Weapon! Leer Más "
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