Standing Out In a Sea of Shining Demos – Why Leave Behinds Are a Must
Which Solution Had That Pretty Green Chart?
Early in the 2016 Republican Primary season, Donald Trump boasted that he “could stand in the middle of 5th Avenue and shoot somebody and I wouldn’t lose voters”. Aside from the loyalty of his […]
Demo Tip of the Week: How To Handle the Executive Drop-in
Demo Tip of the Week
In sales we get limited opportunities to meet with, and impress, key decision makers, yet many demo professionals mishandle situations where executives join their meeting mid-stream.
In this video, we discuss how to effectively handle the executive […]
Job Title Bias – Are You Inadvertently Undermining Your Message?
People Judge a Book by its Title
How we describe ourselves, and how others describe us, can go a long way to influencing how we are perceived. Consider President Trump’s affinity for attributing often derogatory nicknames to his opponents and adversaries. […]
Demo Tip of the Week: Turn Off The Webcam
Demo Tip of the Week
Are you using a Webcam on your sales calls and demos?
There are many great reasons to want to see your prospects, and have them see you, on your sales calls. But if you’re using a Webcam […]
Three Tips to Lower Your Build Time
Don’t Build a City When a House Will Do
Early in my presales career, I had a big POC to present to a Fortune 100 company who would end up being our firm’s first 7-figure client. Given the […]
Gather The Troops – What Did We Learn?
After The Demo, Make Sure You Do This One Thing
You’ve just finished a long demo with a prospect and you feel it went great. The audience was participating the whole time, they agreed to another follow-up demo in the future, […]
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