Mark Brinkerhoff: Starting With a Sketch Saves Money
A great short briefing by Mark Brinkerhoff, President of Fusion Design on how starting with a sketch saves money; he uses a simple HVAC design example but the technique is broadly applicable.
A great short briefing by Mark Brinkerhoff, President of Fusion Design on how starting with a sketch saves money; he uses a simple HVAC design example but the technique is broadly applicable.
To close enterprise deals is a complex undertaking that requires you to orchestrate a mix of conversations and other activities with three kinds of stakeholders: technologists, managers, and executives.
The October 2018 Great Demo! Workshop at Embassy Suites by Hilton in Milpitas that past attendees have stayed at and enjoyed. A list of other nearby hotels.
“The First Robin” is a Safed the Sage story by William Eleazar Barton collected in “The Wit And Wisdom Of Safed The Sage” (1919). I use it as a point of departure for how to determine if your startup’s initial journey through Winter is coming to an end.
Highlights from a Wed-Nov-29-2017 panel of sales experts on how effective discovery conversations lead to more effective demos: Richard Smith of Refract, Peter Cohan of Second Derivative and author of “Great Demo,” Brian Geery of SalesNv and author of “How to Demonstrate Software So People Buy It,” and Warren Gouws of SumTotal Systems.
Theresa and I attended the JPK Group Product Intelligence and Experience Summit in San Francisco, March 15-16, 2017. I gave a talk on “Extracting Insights from A Competitor’s Software Demo.” Here is my de-brief from the event.
Sign up NOW! May 4&5, 2017 https://great-demo1705.eventbrite.com Oct 18&19, 2017 https://great-demo1710.eventbrite.com
Edited remarks from a presentation at the Silicon Valley Society for Competitive Analysis on Tue-May-24 on “Extracting Insights From A Competitor’s Software Demo.”
“The Fish and the Bait” is a 1921 Safed the Sage story by William Eleazar Barton originally publish in April 14, 1921 in the Advance.
I am giving a talk on “Extracting Competitive Insights from Software Demos: Crafting and Refining Your Company’s Message Through the Analysis of a Competitor’s Demo” at the Silicon Valley Chapter of the Society for Competitive Intelligence (SCIP) Tue-May-24 at 6PM.
Dr. Donald Barnhart of Optica Software walks through the new bidirectional interface between Optica and BeamWise that allows Optica users to create 3D mechanical models, assembly drawings, and costed bill of materials for their designs.
I have learned the hard way whenever I wish for smarter prospects it means I need to improve my presentation, demo, or proposal: whatever it is that I have offered them that they didn’t understand, or believe, or decide to act on.
After every Great Demo! workshop we follow up with every participant to learn What results have you observed from applying the Great Demo! method so far? Do you have any success stories to report or share? Are there any questions you’d like to have addressed regarding the methods or concepts? Have you encountered situations where …
SKMurphy August 2015 Newsletter This blog post summarizes our August newsletter, “Strategies for a Winning Sales Presentation.” You can subscribe to the monthly SKMurphy newsletter using the form at the right Strategies for a Winning Sales Presentation We’ve all seen it–people listening to a sales presentation, eyes glazed over and their minds wandering anywhere but on …
Newsletter: Strategies for a Winning Sales Presentation Read More »
Theodore Zeldin‘s “Conversation: How Talk Can Change Our Lives” ends with a list of 36 topics for a serious conversation. I have selected 13 for entrepreneurs to consider.
My interview with Gabriel Weinberg was originally published Sep-8-2010. He was doing research for what became his fantastic book Traction. We talked for the better part of an hour and a half and I can remember he kept returning in different ways to what was needed to close your first dozen enterprise customers. He recently …
BeamWise will be demonstrating an integration with Zemax at Photonics West 2015. Stop by our booth #4034 to see a demo of our bidirectional interface with Zemax. We are excited to be accepted into the Zemax partner program.
Q: In your blog post “Four Presentation Traps to Avoid” (which drew on Mike Monteiro’s “13 Ways Designers Screw Up a Client Presentation” which I found overall to be very valuable) you highlighted his item 4 “Not setting the stage properly” which ends with “Start the meeting by thanking them for their time.” I feel this puts you …
Mike Monteiro offered “13 Ways Designers Screw Up a Client Presentation–And One Weird Trick” in a Sep-13-2014 blog post: many of these are also applicable to entrepreneurs making presentations to prospects. The whole article is worth reading, here are my top four presentation traps to avoid from his list (I have retained Monteiro’s numbering scheme).
Here are ten tips for managing new product demos to prospects. While it’s always a good idea to preview inside the team and perhaps call in some favors for “friendly fire” review, at some point you have to bite the bullet and start giving new product demos to prospects. Here are my top ten tips (or …