Sunday, April 27, 2014

"I Just Wanted To Close My Door..."

You know you are doing an excellent job in Discovery when your contact says, in response to a question from you, “Just a moment, let me go close my door…”  Clearly, he or she is about to reveal information that is sensitive – and you have earned sufficient trust for that information to be shared with you.  Delightful!

Monday, April 21, 2014

Remote Demos - Remind Your Customer to Turn Off Email / IM Alerts

I remind vendor teams to turn off their email and IM previews/notifications, both to avoid embarrassing situations and to look that much more professional – a Great Demo! Workshop participant recently noted that vendors should suggest the same to their customers. 

In other words, help your customers avoid distractions and the risk of anything confidential or personal bleeding through into a web meeting…!  (Don’t you love the horror stories, however…?)

Monday, April 14, 2014

Another Reason to Use a Discovery Document

Doing Discovery while working from a Discovery Document (a list of questions and/or topics you want to cover) enables you to relax and focus on listening to (and documenting) your customer’s answers to your questions – and frees you from trying to remember what questions to ask!

Wednesday, April 9, 2014

[Warning: Shameless Self-Promotion Alert] Great Demo! Public Workshop May 21-22

Our next Great Demo! Public Workshop is scheduled for May 21-22 in San Jose, California – Registration and additional information can be found at

This is a 1.5-Day Workshop, with the first day focusing largely on core Great Demo! concepts and the morning of the second day addressing more advanced topics and techniques.  This is an excellent opportunity for individuals, small groups or for teams that have new hires.

Register using the link above or contact me for more information (