Great Demo!

  “An ecotone is a transition area between two biological communities, where two communities meet and integrate.“   Picture this: A pelican ...

Whether you are in your first month, first year, or first decade,  if you are pursuing best practices or establishing new ones you are a Ri...

  “What do you think of this feature?” inquired the rep.   “Sorry, don’t need it…” replied the prospect.   “OK, let me show you another real...

  “What they don’t see won’t hurt you!”   There’s a remarkable difference between software and physical products: In software demos, unwante...

You are in a restaurant and ask for a glass of wine. Your waiter brings the glass and a full bottle of wine to your table, places the glass ...

  If you’ve ever heard these objections, you were probably Buying It Back:   -       “We don’t want the Cadillac; we just need a Chevy!”   -...

  “We’re gonna need a big discount…” declared the prospect.   “What? Why?” reacted the salesperson, clearly surprised.   “In the demo, you s...

“The man who does not read good books has no advantage   over the man who cannot read them.” — Mark Twain

  Pilots are directed to consume “all available” weather information prior to making a go/no go (flying) decision. Vendors should have the s...

Today we finish our Goldilocks story with the second half of “just right!”   Delivering demos should be perceived as a “team sport” when two...