When Doing Extra Almost Costs the Deal: A Lesson in Demo Discipline
Just last week, I had the opportunity to bring a protégé along to deliver a product demo to a potential client. It was a...
Sell Smart, Not Hard
Knowledge is power—but ego is a liability.
One of the most overlooked challenges in customer engagements is managing the fine line between demonstrating expertise and...
Everyone loves a story
When was the last time you had a genuinely good conversation with someone? Not just small talk or surface-level chatter, but a real, engaging...
Double Tap
In the high-stakes world of product demos, where first impressions can make or break a deal, it's easy to get swept away in showcasing...
The Art of the Tailored Talk
Imagine trying to sell a Swiss Army Knife by listing every single tool it contains, in minute detail, to everyone you meet. To a...
Less is more
Imagine you're sharing a great solution with someone who isn't immersed in tech all day. They have a problem, and you’ve got a fix—but...