Customer stories are powerful. But it has to be just that: A story. It’s not enough to say: “Hey, this is how they use it.” What people really want to know is: “This is the problem they came to us with, and this is how we solved it. I’m going to show you an example […]...

Why are we here? Why are we all spending time together here in this demo? In this episode of Demo-litions, Mark Ackers of Refract sets the stage for his demo like a pro! He asks, “Do you want to take the initial reigns and explain why we’re here today and summarize a bit of our […]...

How can you show that you’re actively listening without sounding like a bird? 🐦 And by bird, we mean acknowledging that you’re listening too frequently like this: Yep. Yep. Ok. Great. Yep. Excellent. Yep. While we may have exaggerated for the sake of the example, it’s easy to do...

Find ways to tear down the “third wall” with your prospects. Typically demos are shown in a sandbox or demo environment but the best demos that I see today actually incorporate your prospect’s workflow into them. Selling data? Have the prospect upload their ICP in real time. Selling e-learning...