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demo do: let your champion drive!

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, ...
Communicate value with numbers

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 DEMO

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 ...
attention retention curves in demos

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? ...
discovery communication

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!” ...
power of pause

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

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 by peter cohan

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 skills levels

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 - what do we remember?

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?

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

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

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

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

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 by art fromm

“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 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

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 ...
the value of better demos

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. two mountain climbers on the summit, one helping the other up.

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

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

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

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

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 ...
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