A 2024 Sales Kickoff Ferris Bueller Would LOVE
It’s that time of year again – time to plan your 2024 sales kickoff (SKO). Sales kickoffs are tricky to plan, because everyone in the organization wants sales to do something. Product wants sales to pitch the latest and greatest features. Marketing wants sales to use the new materials. Enablement wants sales to employ best … Read more
The 4 types of speakers you don’t want at your 2024 sales kickoff
The 4 types of speakers you don’t want at your 2024 SKO is part of our series on 2024 SKO planning. Book a 2Win SKO Speaker here! I’ve seen a lot of SKO programming, and there are a few that stand out as particularly cringe-worthy. There was the time that the head of sales challenged … Read more
The Streisand Effect and Broken Demos
The Streisand Effect is why you should stop telling the audience that your demo is broken, because all you’re doing is drawing more attention to the fact that your demo is broken. When Your Demo Breaks The demo gods are fickle. Some days they’re on your side, and some days they’re not. We’ve all been … Read more
Are you listening to nonverbal communication during discovery calls? Really listening?
Are you listening to nonverbal communication during discovery calls? Really listening? During your discovery calls and demos your customers and prospects are giving you nonverbal and contextual cues, and they may not even be aware that they’re doing so. These nonverbal and contextual cues can communicate a whole lot about this opportunity, while your prospect … Read more
Radical Empathy: The Key to Connecting With Diverse Audiences
Radical empathy is the key to connecting with diverse audiences, because it’s how you show someone that you’re really listening to them. I get it. You’re here to learn about sales demos or presenting, and now you see another post about Star Trek. I swear I’m not going to regularly write about Star Trek; however, … Read more
How To Give a Great Team Demo
How to give a great demo? Well, we can learn a thing or two from my 4 year old. After all, adults are just big toddlers, and kids have a lot to teach us about emotional connections. I have two young kids – currently one of them is 4, and the other is almost 2. … Read more
Why a Winning Demo Comes Down to just 2%
Why a Winning Demo Comes Down to just 2% is about how the little things in a demo make a big difference in the outcome. What do the modern Olympic games and winning sales demos have in common? 2% That is the statistical difference between the average Gold Medal and Silver Medal in the Olympics. The same … Read more
Surprise! Can you Demo…
Proper discovery is important for a million reasons, but the one we’re going to focus on today is how discovery dictates what you cover in each demo. Without proper discovery, it’s incredibly difficult to know what information to cover in your presentation. This isn’t a fight over who does it better. AEs and SEs are … Read more
The “but it came out in 2007 meme” and your demo
Your demo…but it came out in 2007. If you’ve spent any time on the interwebs lately, you may have noticed the “but it came out in 2007” meme floating around. Like most memes, it’s a weird combination of stupid and hilarious, but I can’t stop watching it. I’ve also realized that it contains some good … Read more
Technobabble: The Demo Crime We See on Star Trek
Technobabble is the demo crime we see on Star Trek – let’s talk about the impact it has. Strap in – we’re going to get a bit nerdy in this one. Engage! Those who know me know that I have an unabashed love for Star Trek – I may or may not have bought Paramount Plus just to … Read more