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...
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...
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...
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...
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...
Keep it simple
At its core, human communication is about connection. We speak, write, and gesture not just to transmit information, but to ensure that our ideas,...