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4 min read

A Seat at the Table – A Case for Pre-sales Leadership

Perhaps you can relate to a situation from your past. You are eight years old and attending a large family holiday dinner. It is time to eat, and as the adults and teens find their way to the big table, you see it. The dreaded children’s table. Your...

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5 min read

Transforming a Good Demo into a Winning Demo

In-person demos have disappeared since the start of the COVID-19 pandemic. Pre-sales and Sales professionals are headlong in building bridges to...

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5 min read

Your Virtual Sales Kickoff NEEDS to Tell a Story

When your executives take the virtual stage at your upcoming Sales Kickoff (SKO), a story needs to be told. Here’s the scenario. 2020 has been an...

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4 min read

Add Some SPICE to Your Virtual Sales Kick Off

Virtual Sales Kick Off (SKO) season is about to begin and, if you’re like many powerful sales organizations, you’re looking for big results...

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3 min read

Enough About Me: Six Tips on How Not to Talk About You or Your Company

The way some companies approach a presentation or demonstration sounds a bit like a bad date, the line goes, "Enough about me, let's talk about you…...

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5 min read

The #1 Most Important Foundational Demo Technique on the Planet: Tell-Show-Tell

[Bob] It happens all the time. We show a group of stakeholders how easy and helpful our software can be, but their feedback is “it seems too...

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2 min read

Your Checklist of Virtual Training Must-Haves

There is a surge of firms offering virtual soft-skills training since the onset of Covid-19 and Social Distancing. If you are considering scheduling...

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6 min read

12 Tips for Home Office Success

You’ve been directed to work from home. You’ve done it before but, now it will be for an extended time. In this blog, we’ll provide you quick and...

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2 min read

Melting an Ice-Cold Sponsor With Your Subject Line

Here’s a scenario we’ve all experienced. It is three days before a key demo, and you need the sponsor at the client to follow through on her promise...

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4 min read

Once Upon a Time…

When I hear that phrase, I remember reading bedtime stories to my sons when they were youngsters. As adults, stories help us understand complex...

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