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​Latest Artic​le:

The Role of Sales in Great Demos

The Role of Sales in Great DemosPDF
Stunningly Awful Demos - Lost in the WeedsPDF
Stunningly Awful Demos - The Relative Irrelevance of Set-Up Mode
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Vision Generation Demos - The Crisp Cure for Stunningly Awful Harbor Tours

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Stunningly Awful Demos:  Waaay Out of Alignment
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Stunningly Awful Demo Phrases
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Stunningly Awful On-Boarding Demos - The Trouble Begins
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Stunningly Awful Sales Tactics – The Future-Sales Prevention Team
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Stunningly Awful Demo Communication – Unencrispening the Demo
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Let's Talk About Value - Uncovering the Delta
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Stunningly Awful Sales Kickoff Demos:  Selling to Your Sales Force - the Toughest Customer of All!
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Stunningly Awful Demo Outcomes - Why Objections Shouldn't Need To Be Overcome
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Stunningly Awful vs. Truly Terrific Competitive Differentiation - What, When and How
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Surprisingly Delectable Demos – Delightful Dining Analogies
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Stunningly Awful Demos - Two Words to Avoid
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Stunningly Awful Web "Overview" Demos - The Gruesome Anatomy of a 1-Hour Web Overview
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The Menu Approach - A Truly Terrific Demo Self-Rescue Technique
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Why Structure a Demo Like a News Article?
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Stunningly Awful Demos - Insufficient Discovery
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Demo Capital - Underutilized, Undervalued and Often Insufficient
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Stunningly Awful SaaS Demos - Lost in the CloudsPDF
Storytelling and Demos
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Remote Demos - The Role of the Active Conduit
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Are You a Demo Expert?  Why Experts Should Feel Uncomfortable
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Demo Skills Assessment - Do It Now
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Stunningly Awful Sales Prevention Demos
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We Are Programmed to Forget - And Its Impact on Our Demos
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Remote Demonstrations - What Can We Do Better?
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Stunningly Awful Demo Evolution- Have You Ever Seen Demos Get Shorter?
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Stunningly Awful Demos Team Practices - Where 1 + 1 = 0
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Why Should a Demo Be Like a News Article?
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What Makes a Demo Truly Remarkable?
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Demos to Mixed Local and Remote Audiences - Tips to Handle Combination Situations

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'Twas the Night Before the Big Demo
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Stunningly Awful Demos - Debilitating Demo Diseases
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Stunningly Awful Demos - Debilitating Demo Diseases Additional Afflictions
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Auto-Demo Hell
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More Auto-Demo Hell - A "Customized" Recorded Demo?
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Competitive Demo Situations and "Bake-offs" - How to Bias Towards Your Strengths

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Why Don't They Get It - Are They Stupid Or What?
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Transition Vision - "We Love It - But How Are We Going To Get There?"
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Attention Retention in Demonstrations
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Stunningly Awful Demo Situations - The Horror of Scripted Demos
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The Meaningless-Filler Gratuitous-Phrases Vocabulary List
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The Content-Free Buzzword-Compliant Vocabulary List
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Four Opportunities to Harvest- The Value of Informal Success Stories
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Stunningly Awful Software Evaluations - A Strategy of Hope?

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

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Too Complex - A Demo Disaster Story

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

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Stand Away From The Mouse! - Letting Your Champion Drive
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Trade Show Demonstrations - The Menu Approach
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The Database Break-Even Point
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Death By Corporate Overview
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The Great Demo! Top Ten List
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