That’s right. If you are a Demo Expert, you should be consciously uncomfortable. You should always be alert to find ways to improve your practice.
Some seasoned veterans – those with 5 or more years of experience – are often the least likely to change their ways. Many perceive themselves at the top of their game; many believe they are experts. They are the skeptics in many training workshops, the ones who arrive thinking, “I’ve been doing this for 10 years – what could they possibly teach me?”
Given the (shockingly) large number of demos that don’t achieve the desired objectives, is it possible that some seasoned veterans – the putative experts – are part of the problem?
[This is the intro to an article I just completed - it is too long to post in a blog - but send me an email PCohan@SecondDerivative.com and I'll send it to you...]