27 05, 2021

LinkedIn Live with Jorge Soto: Demo Engineering Function Considerations

2021-09-30T15:30:48+00:00

Demo Engineering Considerations: Follow-up Discussion

May 27, 2021

I sat down with Jorge Soto from Reprise to discuss my recent LinkedIn article on building a demo engineering function. […]

LinkedIn Live with Jorge Soto: Demo Engineering Function Considerations2021-09-30T15:30:48+00:00
24 05, 2021

Factors to Consider When Building a Demo Engineering Function/Team

2022-03-21T22:34:13+00:00

Demo Engineering Considerations

May 24, 2021

Demo engineering encompasses the creation, delivery and support of demonstration environments and assets to support presales and other internal and external groups that leverage product demos.  By using a dedicated team to create and […]

Factors to Consider When Building a Demo Engineering Function/Team2022-03-21T22:34:13+00:00
30 03, 2021

Demo Tip of the Week: Manage Your Time with a Parking Lot

2021-09-30T15:37:46+00:00

Manage Your Time with a Parking Lot

March 30, 2021

Managing your time during a demo can make a huge difference in your audience’s perception of how a meeting went.

In this short video, I’ll introduce a simple tip called a […]

Demo Tip of the Week: Manage Your Time with a Parking Lot2021-09-30T15:37:46+00:00
24 03, 2021

Demo Tip of the Week: Get & Keep the Audience’s Attention by Using Their Names

2021-09-30T15:38:37+00:00

Demo Tip of the Week

March 24, 2021

The struggle is real: how to get, and keep, your prospect’s attention in remote meetings?

There’s a very simple, yet scientifically proven, technique to both capture and retain everyone’s attention: Use their names.

In […]

Demo Tip of the Week: Get & Keep the Audience’s Attention by Using Their Names2021-09-30T15:38:37+00:00
1 02, 2021

Standing Out In a Sea of Shining Demos – Why Leave Behinds Are a Must

2021-03-24T14:42:35+00:00

Which Solution Had That Pretty Green Chart?

For buyers, software evaluations can sometimes mimic the onslaught on an endless news feed where its hard to remember anything beyond the latest sensational story.   A while ago, I was evaluating the remarkably fragmented […]

Standing Out In a Sea of Shining Demos – Why Leave Behinds Are a Must2021-03-24T14:42:35+00:00
6 10, 2020

Demo Tip of the Week: How To Handle the Executive Drop-in

2021-03-24T14:45:07+00:00

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 […]

Demo Tip of the Week: How To Handle the Executive Drop-in2021-03-24T14:45:07+00:00
14 08, 2020

Job Title Bias – Are You Inadvertently Undermining Your Message?

2021-03-24T14:47:54+00:00

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 some politicians’ affinity for attributing derogatory nicknames to their opponents and adversaries.  For […]

Job Title Bias – Are You Inadvertently Undermining Your Message?2021-03-24T14:47:54+00:00