Great Demo!

Tips, thoughts, tools, techniques and practices to increase success rates with software demonstrations

Friday, May 22, 2026

Multitask?

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Multitask? Heck, I have trouble even single tasking…!
Thursday, May 21, 2026

Software Demos by Musicians: Musicians Have an Advantage!

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  Why?   Musicians understand dynamics (louds and softs). They know when and how to drop their voice to a whisper or deliver a forceful phra...
Tuesday, May 19, 2026

Using AI to Annoy Prospects?

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  AI personalizes but often without correct context.     I can’t tell you how many LinkedIn messages I get that are “personalized” but ignor...
Monday, May 18, 2026

Do Best Practices Age?

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Of Course!  Best Practices Are Just Local Maxima…   Five thoughts:   1.     What is currently considered a best practice today will likely b...
Wednesday, May 13, 2026

More Premature Elaboration: A Competitive Oops! – Another Sales Prevention Team True Story

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  “Competition whose motive is merely to compete, to drive some other fellow out, never carries very far. The competitor to be feared is one...
Tuesday, May 12, 2026

Premature Elaboration – Another Sales Prevention Team True Story!

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“Chirp chirp chirp chirp…”  – The sound of crickets in an empty room   Because he’d heard prospects ask certain questions repeatedly, he cho...
Monday, May 11, 2026

Founders’ Frustration – Another Sales Prevention Team True Story!

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“But there’s so much to show…!”  – SaaS Founder in year two   “When you first released your MVP [Minimum Viable Product], how much time did ...
Friday, May 8, 2026

Do Real-time AI Coaching Tools Inhibit Active Listening?

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What’s your experience?
Thursday, May 7, 2026

Diagnose and Ignore? Another Sales Prevention Team True Story!

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  "You can ignore reality, but you can't ignore the consequences of ignoring reality."  – Ayn Rand     The prospect had invest...
Wednesday, May 6, 2026

Demo Desperation – Another Sales Prevention Team True Story!

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  “Wait! Don’t go away, we haven’t gotten to the best stuff yet!”  – Vendor rep watching people leave the room...   It was an important oppo...
Tuesday, May 5, 2026

Help, Mr. Wizard…! Another Sales Prevention Team True Story!

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  "Tell me, old friend, when did you abandon wisdom for madness?"  – Gandalf to Saruman     Software wizards are intended to make ...
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