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Demo Do: Let Your Champion Drive!
Demo Do: Let Your Champion Drive! A Never Stop Learning! Article “Stand away from the mouse and nobody will get hurt!” – Salesperson ...
The Power of Analogies and Metaphors in Demos and Discovery
The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome, ...
The Magic of Numbers in Communicating Value
The Magic of Numbers in Communicating Value A Never Stop Learning! Article “Measure what is measurable, and make measurable what is not so.” – ...
Stunningly Awful Demos – Two Words to Avoid
Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry ...
Leveraging Attention-Retention Curves in Demos
Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning? ...
The Crisp Currency of Discovery Communication – A Never Stop Learning! Article
Have you ever heard this dialog before? Salesperson: “I need you to do a demo tomorrow for ACME Corp – it’s a huge opportunity!” ...
The Power of the Pause in Software Demonstrations – A Masters Series Article
Have you ever wondered why some presentations linger in your mind long after they’re over? In customer-facing roles, particularly in software demonstrations and solution ...
Remarkable Demos: What Makes a Demo Truly Memorable?
Remarkable Demos: What Makes a Demo Truly Memorable? A Never Stop Learning! Article “I get paid to point, click, and talk…” – A ...
Origins of The Menu Approach: A Demo Survival Success Story
Origins of The Menu Approach: A Demo Survival Success Story A Never Stop Learning! Article “It’s a huge opportunity…” – Inexperienced salespeople everywhere! ...
Assessing Discovery Skill Levels – How Do You Rate?
Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job ...
We Are Programmed to Forget – And How That Impacts Our Demos
What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention ...
Assessing Demonstration Skill Levels – How Do You Rate?
Assessing Demonstration Skill Levels – How Do You Rate? (A Never Stop Learning! Article) What’s in this article for you? Assess yourself and your ...
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning! ...
Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in ...
Avoiding No Decision Outcomes
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly ...
Working Seamlessly as a Sales Team
One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they ...
“Selling” Discovery
“Just show me the demo,” the prospect begs. “I need you to show them a killer demo,” the Sales Rep demands. As an SE, ...
A Prospect’s Tale
A Prospect’s Tale A Hopefully Humorous Account of Woe and Triumph (A Never Stop Learning! Article) What’s in this article for you? Part ...
The Surprising Impact of Your Background on Sales
I worked as an extra on several films and television shows where we were referred to affectionately as “background.” The purpose of background is ...
What’s the Value of Better Demos? (A Never Stop Learning! Article)
What’s the Value of Better Demos? A Never Stop Learning! Article What’s in this article for you? 🗸 Your own estimates…! 🗸 The value ...
Mastering Trust: 7 Proven Strategies for Building Lasting Customer Relationships
In sales, gaining trust stands out as a crucial factor. To achieve this, you need to personally connect with prospects and establish rapport. Your ...
The Advantages of the Incumbent Vendor
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their ...
Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The ...
Death by Corporate Overview (A Never Stop Learning! Article)
What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t ...
Automated Demo Content – Getting It Right
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own ...
Too Complicated – A Demo Horror Story
Note – this story is a sample from the freshly released Third Edition of Great Demo! Too Complicated – A Demo Horror Story ...
Unlocking the Revenue Potential: How Training Can Double Your Revenue Per Employee
In today’s competitive market, investing in employee development pays off exponentially. Don’t underestimate the power of training; it equips employees with the skills and ...