{"id":34691,"date":"2024-04-01T21:00:16","date_gmt":"2024-04-01T21:00:16","guid":{"rendered":"https:\/\/greatdemo.com\/?p=34691"},"modified":"2024-04-02T14:30:15","modified_gmt":"2024-04-02T14:30:15","slug":"analogias-y-metaforas-en-demostraciones-y-descubrimientos","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/analogies-and-metaphors-in-demos-and-discovery\/","title":{"rendered":"El poder de las analog\u00edas y met\u00e1foras en la demostraci\u00f3n y el descubrimiento"},"content":{"rendered":"<p style=\"text-align: center;\"><b><span data-contrast=\"auto\">The Power of Analogies and Metaphors in Demos and Discovery<\/span><\/b><span data-ccp-props=\"{&quot;335551550&quot;:2,&quot;335551620&quot;:2}\">\u00a0<\/span><\/p>\n<p style=\"text-align: center;\"><b><span data-contrast=\"auto\">A Never Stop Learning! Article<\/span><\/b><span data-ccp-props=\"{&quot;335551550&quot;:2,&quot;335551620&quot;:2}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u201cThe world is full of hopeful analogies and handsome, dubious eggs, called possibilities.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u2013 Mary Ann Evans (pen name George Eliot)<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u201cThe difference between the <\/span><i><span data-contrast=\"auto\">almost<\/span><\/i><span data-contrast=\"auto\"> right word and the right word is really a large matter. It\u2019s the difference between the lightning bug and the lightning.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u00a0\u2013 Mark Twain<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u201cPut your hand on a hot stove for a minute, and it seems like an hour. Sit with a pretty girl for an hour, and it seems like a minute. That&#8217;s relativity.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u00a0\u2013 Albert Einstein<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><b><span data-contrast=\"auto\">What\u2019s in This Article for You?<\/span><\/b><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">A couple of demo and discovery analogies.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">Why use analogies and metaphors? Retention!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">Why use analogies and metaphors? Understanding!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">Manufacturing metaphors and accumulating analogies.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">Beware the morass of mixed metaphors.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">Stories: the best!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">Analogies, metaphors, and similes: Which is which? I was once told an analogous story about a metaphor, or perhaps it was a metaphorical tale of an analogy. Or a simile-like metaphor? In any case, as Steven Wright once quipped, \u201cIt\u2019s a small world, but I wouldn\u2019t want to paint it\u2026!\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Demos Can Be Like\u2026<\/h2>\n<p><span data-contrast=\"auto\">A stunningly awful demo is like being stuck for an hour listening to music that you loathe: You can\u2019t wait to leave the venue!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">On the other hand, a great demo is like enjoying a delicious meal: Just the right flavors, textures, colors, scents, timing, and just the right amount of food!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Discovery Can Be Like\u2026<\/h2>\n<p><span data-contrast=\"auto\">For many prospects, discovery calls often feel like an inquisition, answering question after remorseless question about speeds, feeds, and needs tonelessly recited by vendors from a never-ending list!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In contrast, well-executed discovery conversations are an engaging, <\/span><i><span data-contrast=\"auto\">mutual<\/span><\/i><span data-contrast=\"auto\"> learning experience, like a first meeting with someone who becomes a lifelong friend. These are <\/span><i><span data-contrast=\"auto\">dialogues<\/span><\/i><span data-contrast=\"auto\"> where both parties are mentally stimulated, and curious, and are often sad to see the discussion end!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Well-crafted analogies and metaphors help our audiences understand and remember the key ideas we present in our demos and discovery conversations. How does this happen?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Why Use Analogies and Metaphors? Retention!<\/h2>\n<p><span data-contrast=\"auto\">Facts are boring, whether new or old, and they aren\u2019t memorable on their own. Here\u2019s an example: Crows fly at about 25-30 mph (40-48 km\/h). Not particularly noteworthy on its own, is it?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">However, when you tie that fact to an existing, already-known concept, it can be understood and retained much better. Let\u2019s try this again: Crows fly at about 25-30 mph (40-48 km\/h).<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">As you read that, this time you probably (and almost automatically) <\/span><i><span data-contrast=\"auto\">compared<\/span><\/i><span data-contrast=\"auto\"> that speed to other moving objects that you already know. 25-30 mph (40-48 km\/h) is close to the typical speed of a car driving in a residential or built-up area (well, according to the speed limit signs!).<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Analogies and metaphors leverage <\/span><i><span data-contrast=\"auto\">existing<\/span><\/i><span data-contrast=\"auto\"> memories, concepts, and relationships, making the new ideas <\/span><i><span data-contrast=\"auto\">much<\/span><\/i><span data-contrast=\"auto\"> more memorable. Our crow\u2019s speed is <\/span><i><span data-contrast=\"auto\">analogous<\/span><\/i><span data-contrast=\"auto\"> to the speed of an automobile traveling through a residential or built-up area.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If you simply present your capability (a \u201cfact\u201d), typical audiences don\u2019t retain it.\u202fFacts by themselves are flat and lackluster; they don\u2019t stand out. They are unremarkable and are correspondingly <\/span><a href=\"https:\/\/greatdemo.com\/leveraging-attention-retention-curves-in-demos\/\"><span data-contrast=\"none\">difficult to remember<\/span><\/a><span data-contrast=\"auto\">. In traditional demos, at <\/span><i><span data-contrast=\"auto\">best<\/span><\/i><span data-contrast=\"auto\"> you can expect your audience to remember only 30% of what is presented!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Analogies and metaphors that leverage existing concepts are far more \u201csticky,\u201d forming memories that last longer and are easier to recall than facts.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Here are some examples I\u2019ve heard in demos and discovery conversations, with the fact presented first, followed by the analogy or metaphor. First specimen:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cWe have a broad range of reports.\u201d<\/span><span data-ccp-props=\"{&quot;335559731&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Nothing particularly remarkable here, is there?\u202fA different vendor offered:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cYou can choose from a broad range of reports.\u202fIt\u2019s like having a <\/span><i><span data-contrast=\"auto\">supermarket<\/span><\/i><span data-contrast=\"auto\"> of reports, including fresh meats and fish, arrays of vegetables, rice and pasta, eggs and dairy, exotic canned goods, chips, and cookies. If you need it, your desired report is likely here. Bring your shopping list!\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201c\u2026A supermarket of reports\u2026\u201d Much more memorable!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Another example:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cYou can set search filters to find exactly what you need.\u201d<\/span><span data-ccp-props=\"{&quot;335559731&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Boring and unremarkable. Now, here\u2019s an analogy that is a bit more, um, pointed:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cPeople talk about how hard it is to find \u2018a needle in a haystack.\u2019 Well, this search capability is like a powerful magnet precisely extracting that iron needle in a fraction of a second\u2026! Haystack of data? No problem!\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201c\u2026A powerful magnet\u2026\u201d I <\/span><i><span data-contrast=\"auto\">want<\/span><\/i><span data-contrast=\"auto\"> one of those\u2026!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Another example, for software that automates various workflows:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cWe automate your manual processes\u2026\u201d<\/span><span data-ccp-props=\"{&quot;335559731&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">ZZzzzzzzz\u2026. Here\u2019s an alternative, nicely \u201ccrafted\u201d description (I know the author)!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cIt\u2019s like the difference between a team of workers laboring with hand tools, slowly building cabinets and fixtures vs equipping your team with state-of-the-art computer design driving integrated power tools. They not only produce beautiful works in a fraction of the time but also improve the craftsmanship and quality!\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201c\u2026State-of-the-art computer design driving integrated power tools\u2026\u201d Wow!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Finally, an example from my distant past, with respect to applying <\/span><a href=\"https:\/\/en.wikipedia.org\/wiki\/Combinatorial_chemistry\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">combinatorial chemistry<\/span><\/a><span data-contrast=\"auto\"> and <\/span><a href=\"https:\/\/en.wikipedia.org\/wiki\/High-throughput_screening\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">high-throughput screening<\/span><\/a><span data-contrast=\"auto\"> to pharma and materials science research. We would say while holding up a 384-well <\/span><a href=\"https:\/\/en.wikipedia.org\/wiki\/Microplate\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">micro-titer plate<\/span><\/a><span data-contrast=\"auto\"> as a <\/span><a href=\"https:\/\/greatdemo.com\/remarkable-demos-what-makes-a-demo-truly-memorable\/\"><span data-contrast=\"none\">visual aid<\/span><\/a><span data-contrast=\"auto\">:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cIt\u2019s like doing a year\u2019s research in the palm of your hand\u2026!\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Facts are boring and unappetizing. Spice up your demo and discovery descriptions with a generous seasoning of analogies and metaphors. Make it a memorable meal\u2026!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Why Use Analogies and Metaphors? Understanding!<\/h2>\n<p><span data-contrast=\"auto\">Have you ever found yourself struggling to explain what a new technology enables to non-technical people (including some executives)? Did you ever get frustrated when they didn\u2019t \u201cget it?\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">The \u201c\u2026a year\u2019s research in the palm of your hand\u2026\u201d example above was the starting point for introducing a ground-breaking technology. We were offering systems that enabled scientists to complete the same number of experiments that traditionally consumed a full year in <\/span><i><span data-contrast=\"auto\">one to two weeks<\/span><\/i><span data-contrast=\"auto\">.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Our prospects often had a hard time embracing this possibility, so we generated and used a few analogies:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">\u201cIt\u2019s like changing from hand tools to power tools driven by computer-aided design software.\u201d<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">\u201cIt\u2019s like a large food market moving from a single check-out counter to having dozens. Your throughput increases and your customers are much happier when their waiting time drops down to nearly nothing!\u201d<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"7\" data-list-defn-props=\"{&quot;335551671&quot;:250,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"250\" data-aria-level=\"1\"><span data-contrast=\"auto\">\u201cIt\u2019s like a winery upgrading from filling a single bottle at a time to doing eight <\/span><i><span data-contrast=\"auto\">cases<\/span><\/i><span data-contrast=\"auto\"> (96 bottles) simultaneously, including corking and applying the labels. Think about how pleased the winery team is going to be when they finish bottling in a single day vs taking weeks, and how delighted their customers will be when that enchanting wine is made available more broadly!\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">These analogies leverage <\/span><i><span data-contrast=\"auto\">existing<\/span><\/i><span data-contrast=\"auto\"> concepts to make new ideas accessible. So, analogies and metaphors improve both retention and understanding. The next question is, \u201cHow do we put them together for <\/span><i><span data-contrast=\"auto\">our<\/span><\/i><span data-contrast=\"auto\"> offerings and prospect situations?\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Manufacturing Metaphors and Accumulating Analogies<\/h2>\n<p><span data-contrast=\"auto\">Some people can generate effective analogies and metaphors as needed, on the fly. Other folks may want to have a handful of prebuilt and tested examples to draw from.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If you are in the first group, congratulations! Your job is to generate, test, refine, and <\/span><i><span data-contrast=\"auto\">share<\/span><\/i><span data-contrast=\"auto\"> the most successful specimens with your team.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">For those of us in the second group, we need to use our eyes and ears to identify and capture engaging examples. Professional songwriters often keep notebooks handy to jot down interesting lyrics and melodies, so they don\u2019t forget them. We can do the same for analogies and metaphors!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Times New Roman\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Times New Roman&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"251\" data-aria-level=\"1\"><span data-contrast=\"auto\"><span data-contrast=\"auto\">Any time you hear a terrific metaphor or analogy, write it down and include the context.<\/span><\/span>I watched with delight as a presales person used two plastic water bottles to model the impact of siloed data: When closed, there was no way to bring the data together, but when opened, they could be poured together into a cup, combining the information in ways that were previously impossible. Ahhh, refreshing!<\/li>\n<li data-leveltext=\"-\" data-font=\"Times New Roman\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Times New Roman&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Collect promising candidates from your reading and listening. From books and articles to podcasts and webinars, any time you come across something you like, capture it.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Times New Roman\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Times New Roman&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">The web has numerous sources for metaphors and analogies, from simple <\/span><a href=\"https:\/\/blog.udemy.com\/metaphor-list\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">examples<\/span><\/a><span data-contrast=\"auto\"> to famous <\/span><a href=\"https:\/\/www.goodreads.com\/quotes\/tag\/analogy\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">quotes<\/span><\/a><span data-contrast=\"auto\">. Take a look!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Times New Roman\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Times New Roman&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Poll your colleagues (particularly those who can create them on the fly). At your next team meeting ask, \u201cIs anyone using any particularly effective analogies or metaphors?\u201d It is likely that one or more of your team have some great ones!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">When you actively listen for metaphor and analogy candidates, you awaken your brain and sharpen your focus. Imagine chatting with colleagues in a bar where a jazz band is playing softly: It\u2019s the difference between ignoring the music vs realizing that the group is <\/span><i><span data-contrast=\"auto\">good<\/span><\/i><span data-contrast=\"auto\"> and leaning in to listen intently to the sweet, sultry sounds of the sax!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Once you have captured examples you want to apply, here are some tips for daily use:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Times New Roman\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Times New Roman&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Like so many things in the Wonderful World of Discovery and Demos, practice is important! Rehearse your new analogies and metaphors in dry runs and role-play sessions. Get feedback from your peers on how they resonate and get comfortable with your delivery.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Times New Roman\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Times New Roman&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Next, test with real audiences and assess the impact. Are people nodding their heads? Does it appear that the ideas resonate with them? One of the best ways to determine success is when you hear your prospects and customers <\/span><i><span data-contrast=\"auto\">repeat<\/span><\/i><span data-contrast=\"auto\"> and <\/span><i><span data-contrast=\"auto\">reuse<\/span><\/i><span data-contrast=\"auto\"> the analogies and metaphors you shared with them!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Times New Roman\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Times New Roman&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Next, take a lesson from stand-up comedians: They test new material and if it works, they include it in their act going forward, refining and improving the \u201cbit\u201d with each delivery. And, of course, material that fails is scrapped. You can apply the same methods in your demos and discovery calls as well.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Times New Roman\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Times New Roman&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Finally, when you have material that really resonates, share it with your colleagues. Make it a virtuous feedback loop!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<h2>What About Stories?<\/h2>\n<p><span data-contrast=\"auto\">Ah, stories: The most effective communications leverage the power of stories. Archimedes noted:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u201cGive me a lever long enough and a fulcrum on which to place it, and I shall move the world.\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">One might observe that where facts are the world, and analogies and metaphors are the fulcrum, stories are indeed the lever!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If your demo or discovery conversation is like a sixty-foot high-rise building, facts occupy the lower floors, with respect to memory and retention. The view is blocked and limited by surrounding structures, and the air is full of dust from the adjacent streets. Analogies and metaphors find comfortable lodging in middle levels, enjoying improved views and fresh air. Up top, effective stories reside in the penthouse suites, experiencing sweeping vistas and stimulating breezes!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Chip and Dan Heath identified and characterized the key principles of stories and storytelling in, \u201c<\/span><a href=\"https:\/\/www.amazon.com\/Made-Stick-Ideas-Survive-Others-ebook\/dp\/B000N2HCKQ\/ref=sr_1_1?crid=3H6E5G2X9YKAT&amp;dib=eyJ2IjoiMSJ9.6adXT_NXNi30v0OfsrlQZSg2HbXx9NM5nFUAESJdbucFzqHEfLLjpnsIAhROua-8.TgurkW88Jun3_O9KTE9qI3PHfRm_hlCmeKaWwID-HRU&amp;dib_tag=se&amp;keywords=Made+to+Stick%3A+Why+Some+Ideas+Survive+and+Others+Die&amp;qid=1711230478&amp;s=digital-text&amp;sprefix=made+to+stick+why+some+ideas+survive+and+others+die%2Cdigital-text%2C146&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Made to Stick: Why Some Ideas Survive and Others Die<\/span><\/i><\/a><i><span data-contrast=\"auto\">.<\/span><\/i><span data-contrast=\"auto\">\u201d This terrific book should be required reading for anyone in a customer-facing role.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">For a pragmatic guide on how to apply stories in your demos and discovery calls, see Chapter 14 in the Third Edition of <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1688763837&amp;sr=1-4\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Great Demo!<\/span><\/a><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">So far, we\u2019ve explored examples and methods to generate, capture, and apply metaphors and analogies in our customer-facing interactions. Let\u2019s take a brief detour to examine what <\/span><i><span data-contrast=\"auto\">not <\/span><\/i><span data-contrast=\"auto\">to do!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Beware the Morass of Mixed Metaphors<\/h2>\n<p><span data-contrast=\"auto\">This section is designed to be both informative and fun!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Metaphors and analogies are terrific but can be risky if applied haphazardly. Mixed metaphors can be more distracting than useful, particularly if your audience focuses on trying to \u201cdecode\u201d the metaphor as opposed to achieving understanding.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Mixed metaphors (and awkward analogies) cause confusion, not clarity. Where great metaphors and analogies serve as smooth, paved highways to comprehension, mixed metaphors are like trying to navigate a trackless swamp, struggling step by step through a murky, muddy quagmire!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Here are a few sadly amusing examples of mixed metaphors for your inspection: Vote for the worst or best, depending on your point of view! These are all <\/span><i><span data-contrast=\"auto\">real<\/span><\/i><span data-contrast=\"auto\">, captured from various demo and discovery recordings, blogs, and articles:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cAll too often we relegate the demo to the \u2018been there, done that\u2019 corner, content to put into practice all of the tired, tried, and possibly true techniques that will get us in the door but see us coming up short when it comes down to closing with confidence and power. Today we\u2019ll examine some of the practices that can be tossed out with tomorrow\u2019s trash, and look at ways to pump up our demo game.\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">This mixed metaphorical m\u00e9lange starts in a corner, moves to the door, then gets tossed and finally pumped. A busy afternoon! Next?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cWhile it may seem like good sense to cover all your bases, throwing too much at your prospect actually weakens your message. Even a short diversion from focus can confuse the issue and cause your prospect to tune out during an otherwise stellar case. You make your prospect do all the work of picking out and remembering the most relevant pieces.\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">\u201cCover bases, throw too much\u2026\u201d OK, so far so good, but then the baseball analogy gets rained out under a downpour of \u201c\u2026focus, tune out, stellar case, picking out pieces.\u201d Next candidate?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">\u201cWith these ideas in your back pocket, you can break through to the toughest of clients and keep your organization firing on all cylinders no matter how much of a time crunch you are in.\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Brief, but packed! \u201cBack pocket, breakthrough, fire on all cylinders, time crunch.\u201d I think this is the winner so far. And I really <\/span><i><span data-contrast=\"auto\">want<\/span><\/i><span data-contrast=\"auto\"> to see someone breaking through with their back pocket while firing on all cylinders, don\u2019t you? Ready for another?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">&#8220;And like the U.N. Security Council Members, it only takes one veto to kill an entire deal. Because of the proliferation of stakeholders needed to approve a deal to get it off the ground, a sure thing can become dead in the water long after the sales cycle seems over.&#8221;<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Better equip the Security Council with both wings and fins! Another?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">&#8220;Our reps use our \u2026 platform which provides the toolset they need to spread your compelling sales message and get those who buy in the wiggle room they need for others to sign off on their decision.&#8221;<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">This one mixes a bad case of rampaging pronouns with toolsets and wiggle rooms! One more?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"auto\">&#8220;Modern decision-makers have a million things to take care of, so even a small objection or a momentary scheduling snag can threaten to eject them out of your funnel as their plate fills up with other priorities.&#8221;<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Wow, just breathtaking! The moral? Choose your words carefully and build your metaphors thoughtfully.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Interestingly, ChatGPT (and its brethren) will generate mixed metaphors, depending on the nature of the prompts. For now, have a human proof the final drafts!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>A Metaphorical, Analogous Summary<\/h2>\n<p><span data-contrast=\"auto\">The strength of memories is like a spider web: the more attachments and connections, the stronger the web. A fact is like a single strand attaching an idea to a single support. It\u2019s a tenuous connection, easily blown away by weather or other disturbances.\u00a0<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Analogies and metaphors build a more memorable structure by linking more strands, connections, and supports. They can weather the storm much more successfully than facts alone.\u00a0<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Finally, stories offer the stoutest components, embedding your idea in a complete web to secure the memory against the wind and weather of time.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">I hope this article stimulates you to produce sturdy silk to spin <\/span><i><span data-contrast=\"auto\">your<\/span><\/i><span data-contrast=\"auto\"> web of concepts!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<hr \/>\n<p><span data-contrast=\"none\">Copyright \u00a9 2024 The Second Derivative \u2013 All Rights Reserved.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">To learn the methods introduced above, consider enrolling in a Great Demo! Doing Discovery or Demonstration Skills <\/span><a href=\"https:\/\/greatdemo.com\/training\/\"><span data-contrast=\"none\">Workshop<\/span><\/a><span data-contrast=\"none\">. For more demo and discovery tips, best practices, tools and techniques, explore our <\/span><a href=\"https:\/\/greatdemo.com\/learn\/books\/\"><span data-contrast=\"none\">books<\/span><\/a><span data-contrast=\"none\">, blog and articles on the Resources pages of our website at <\/span><a href=\"https:\/\/greatdemo.com\/\"><span data-contrast=\"none\">https:\/\/GreatDemo.com<\/span><\/a> <span data-contrast=\"none\">and join the <\/span><a href=\"https:\/\/www.linkedin.com\/groups\/2430414\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Great Demo! &amp; Doing Discovery LinkedIn Group<\/span><\/a><span data-contrast=\"none\"> to learn from others and share your experiences.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>El poder de las analog\u00edas y las met\u00e1foras en las demostraciones y el descubrimiento \u00a1Una forma de no dejar de aprender! Art\u00edculo \"El mundo est\u00e1 lleno de analog\u00edas y met\u00e1foras esperanzadoras,<\/p>","protected":false},"author":2,"featured_media":34705,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[11,14,8,9],"tags":[6,7],"class_list":["post-34691","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-beyond_demos","category-advanced_topics","category-great-demo-blog","category-growth_development","tag-articles","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/34691","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=34691"}],"version-history":[{"count":3,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/34691\/revisions"}],"predecessor-version":[{"id":34707,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/34691\/revisions\/34707"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/34705"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=34691"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=34691"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=34691"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}