{"id":1301,"date":"2022-10-09T16:52:05","date_gmt":"2022-10-09T16:52:05","guid":{"rendered":"https:\/\/greatdemo.com\/?page_id=1301"},"modified":"2026-05-19T12:48:38","modified_gmt":"2026-05-19T12:48:38","slug":"blog","status":"publish","type":"page","link":"https:\/\/greatdemo.com\/es\/blog\/","title":{"rendered":"Blog"},"content":{"rendered":"
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GREAT DEMO!<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Blog<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tDiscovery and Demos Across the Technology Adoption Curve – Part 1: A Story\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tWe had recently released our new flagship software which embodied the latest cutting-edge technologies. We had great success selling it to some of our ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\t\u201cWant to Run a Free POC?\u201d\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tI am surprised at how many software vendors offer a POC early in discussions with prospects.\u00a0Not surprisingly, many of these organizations suffer from low ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tA New Metric for Discovery Call Effectiveness?\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tReviewing Discovery Calls with AI Summaries A simple yet illuminating assessment! A quick assessment of noun-verb pairs or the first few words in each ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Chunking Improves Demos \u2013 Part 8: Pro Tip \u2013 Apply Inverted Pyramid!\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t  “The inverted pyramid doesn’t bore the reader. It gives them what they want straight away.\u201d \u2013 The Writing Cooperative   Inverted Pyramid, developed ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Chunking Improves Demos \u2013 Part 7: Can You Improve Your Chunking Practices?\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tOf course!   “Nature gave us one tongue and two ears so we could hear twice as much as we speak.” \u2013 Epictetus   ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Chunking Improves Demos \u2013 Part 6: What IS a Good Chunk in a Demo?\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t\u201cNever Eat Anything Bigger Than Your Head\u201d \u2013 Bernard Kliban   The steps required to complete a simple task is a good candidate for ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Chunking Improves Demos \u2013 Part 5: Attention Retention!\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t\u201cIt isn’t so astonishing, the number of things that I can remember, as the number of things I can remember that aren’t so.\u201d \u2013 ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Chunking Improves Demos \u2013 Part 4: Ah\u2026 Refreshing!\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t\u201cSuccess is a science; if you have the conditions, you get the result.\u201d \u2013 Oscar Wilde The typical adult human can pay attention for ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Chunking Improves Demos \u2013 Part 3: Losing Attention!\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t“A college professor is someone who talks in someone else’s sleep.”   The typical adult human can only pay attention for about ten minutes\u2026 ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Chunking Improves Demos \u2013 Part 2: Short Chunks and Pauses!\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tDoes time play an important role in chunking?   “You can have it all. Just not all at once.” \u2013 Oprah Winfrey   Just ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Chunking Improves Demos\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tBitesize Bits Are Better: Here\u2019s Your First!   “A wealth of information creates a poverty of attention.” \u2013 Herbert A. Simon   Read this ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tDo You Read as Much as You Post?\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t\u201cWe have two ears and one mouth so that we can listen twice as much as we speak.\u201d \u2013 Epictetus   Here\u2019s an intriguing ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tC\u00f3mo lidiar con el \"\u00bfS\u00f3lo ens\u00e9\u00f1ame una demo?\" Siete m\u00e9todos para pasar al descubrimiento\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tCon demasiada frecuencia, los clientes potenciales exigen: \"\u00a1Ens\u00e9\u00f1ame una demo...!\", cuando sabemos que lo correcto es invertir, mutuamente, en una conversaci\u00f3n de descubrimiento. Pero...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tPreguntas de ampliaci\u00f3n: una habilidad esencial para el descubrimiento\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tYour prospect admits, \u201cIt\u2019s a manual process.\u201d You reply, \u201cDoes it typically go smoothly? What happens when someone is on vacation?\u201d \u201cIt\u2019s a mess! ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tSuspending Disbelief: \u201cShort Stories, Big Lessons\u201d\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tYou can learn the hard way or\u2026 \u201cI\u2019ve been a longtime fan of Peter Cohan, and Suspending Disbelief did not disappoint. He\u2019s one of ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tFour Stages of Competence in Discovery\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tWhere are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tPresales: What\u2019s Your Cultural Ecotone?\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t\u201cAn ecotone is a transition area between two biological communities, where two communities meet and integrate.\u201c Picture this: A pelican crashes into the ocean ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tPresales Rising Star?\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tWhether you are in your first month, first year, or first decade, if you are pursuing best practices or establishing new ones you are ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\t\t\tHow Discovery on the Fly Results in Buying It Back\u00a0 \u201cWhat do you think of this feature?\u201d inquired the rep. \u201cSorry, don\u2019t need it\u2026\u201d ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tBuying It Back: Some Good News!\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t\u201cWhat they don\u2019t see won\u2019t hurt you!\u201d There\u2019s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tAre You Buying It Back? An Analogy!\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tYou are in a restaurant and ask for a glass of wine. Your waiter brings the glass and a full bottle of wine to ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tHow Do You Know When You\u2019re Buying It Back?\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tIf you\u2019ve ever heard these objections, you were probably Buying It Back: \u201cWe don\u2019t want the Cadillac; we just need a Chevy!\u201d \u201cIt\u2019s way ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tAre You Buying It Back?\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t\u201cWe\u2019re gonna need a big discount\u2026\u201d declared the prospect. \u201cWhat? Why?\u201d reacted the salesperson, clearly surprised. \u201cIn the demo, you showed us a lot ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tThe Man Who Does Not Read Good Books\u2026\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\t\u201cThe man who does not read good books has no advantage over the man who cannot read them.\u201d \u2014 Mark Twain\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tPilots, Vendors, and Discovery\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tPilots are directed to consume \u201call available\u201d weather information prior to making a go\/no go (flying) decision. Vendors should have the same requirement prior ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tThe Role of Sales in Great Demos \u2013 Part 3\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tToday we finish our Goldilocks story with the second half of \u201cjust right!\u201d Delivering demos should be perceived as a \u201cteam sport\u201d when two ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\n
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\n\n\t\t\n\t\t\t\t\t\t\n\t\t\t\tThe Role of Sales in Great Demos \u2013 Part 2\t\t\t<\/a>\n\n\t\t\t\t<\/h3>\n\t\t\n\t\t
\n\t\t\tYesterday\u2019s post was the first half of a Goldilocks story: Too little, too much. Today we enjoy \u201cjust right!\u201d   Salespeople have a specific ...\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\n\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t
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