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Latest Article:

Let's Talk About Value

Let's Talk About Value - Uncovering the Delta    PDF

Stunningly Awful Sales Kickoff Demos:  Selling to Your Sales Force - the Toughest Customer of All!    PDF

Stunningly Awful Demo Outcomes - Why Objections Shouldn't Need To Be Overcome    PDF

Stunningly Awful vs. Truly Terrific Competitive Differentiation - What, When and How    PDF

Surprisingly Delectable Demos – Delightful Dining Analogies    PDF

Stunningly Awful Demos - Two Words to Avoid    PDF

Stunningly Awful Web "Overview" Demos - The Gruesome Anatomy of a 1-Hour Web Overview    PDF

The Menu Approach - A Truly Terrific Demo Self-Rescue Technique    PDF

Why Structure a Demo Like a News Article?    PDF

Stunningly Awful Demos - Insufficient Discovery    PDF


Demo Capital - Underutilized, Undervalued and Often Insufficient
    PDF

Stunningly Awful SaaS Demos - Lost in the Clouds    PDF

Storytelling and Demos    PDF

Remote Demos - The Role of the Active Conduit    PDF

Are You a Demo Expert?  Why Experts Should Feel Uncomfortable    PDF

Demo Skills Assessment - Do It Now    PDF

Stunningly Awful Sales Prevention Demos    PDF

We Are Programmed to Forget - And Its Impact on Our Demos    PDF

Remote Demonstrations - What Can We Do Better?    PDF

Stunningly Awful Demo Evolution- Have You Ever Seen Demos Get Shorter?    PDF

Stunningly Awful Demos Team Practices - Where 1 + 1 = 0    PDF

Why Should a Demo Be Like a News Article?    PDF

What Makes a Demo Truly Remarkable?    PDF

Demos to Mixed Local and Remote Audiences    PDF 
- Tips to Handle Combination Situations

'Twas the Night Before the Big Demo    PDF

Stunningly Awful Demos - Debilitating Demo Diseases    PDF

Stunningly Awful Demos - Debilitating Demo Diseases Additional Afflictions    PDF

Auto-Demo Hell    PDF

More Auto-Demo Hell - A "Customized" Recorded Demo?    PDF

Competitive Demo Situations and "Bake-offs"    PDF
- How to Bias Towards Your Strengths

Why Don't They Get It - Are They Stupid Or What?    PDF

Transition Vision - "We Love It - But How Are We Going To Get There?"    PDF

Attention Retention in Demonstrations    PDF

Stunningly Awful Demo Situations - The Horror of Scripted Demos    PDF

The Meaningless-Filler Gratuitous-Phrases Vocabulary List    PDF

The Content-Free Buzzword-Compliant Vocabulary List    PDF

Four Opportunities to Harvest- The Value of Informal Success Stories   PDF

Stunningly Awful Software Evaluations - A Strategy of Hope?    PDF

Stunningly Awful Remote Demos                           PDF
- The Top Ten List of Inflicting Pain at a Distance

Too Complex - A Demo Disaster Story    PDF

Stunningly Awful Demos                                            PDF
- The Great Demo! Top Ten List of What NOT To Do

Stand Away From The Mouse! - Letting Your Champion Drive    PDF

Trade Show Demonstrations - The Menu Approach    PDF

The Database Break-Even Point    PDF

Death By Corporate Overview    PDF

The Great Demo! Top Ten List    PDF