Great Demo!

What makes a good story great?   Your story might include the key storytelling elements and yet still not be compelling. Why? It lacks story...

  Describe a key capability to a prospect as a “fact” or feature and it is often quickly forgotten.   Use a compelling analogy or metaphor a...

“They don’t know what they don’t know…!”   Analysts observe that buyers have often completed 67% of their buying journey before engaging wit...

“It’s easier to learn than unlearn…!”   Imagine you’ve just hired a new group of presales folks, or you are running an internal presales aca...

  It’s been a while, and you realize it’s time to check-in with an existing prospect or customer. You ask, “What’s changed since we last con...

Imagine it is sunset… Beautiful colors ranging from brilliant oranges to deep violets: An entire spectrum!   Or is it?   Nope! We humans see...

When doing discovery, Ranging Probes are a wonderful solution when dealing with “squishy” information or situations where your prospect’s an...

How long does it take before a newly implemented, empty database becomes useful?      The Empty Kitchen: A Story   Most of us accumulate and...

Sure!     As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! o...