Newsletter: Strategies for a Winning Sales Presentation

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 [...]

By | 2016-10-22T23:41:05+00:00 August 20th, 2015|Demos, skmurphy|4 Comments

Your First Dozen Enterprise Customers

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 [...]

Do I Need To Be A Supplicant In a Sales Call?

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 [...]

By | 2015-12-25T18:09:08+00:00 October 15th, 2014|Demos, Sales, skmurphy|0 Comments

Four Presentation Traps to Avoid

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 [...]

By | 2017-02-15T23:48:19+00:00 October 14th, 2014|Demos|3 Comments

Ten Tips For New Product Demos

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 [...]

By | 2015-10-27T21:50:28+00:00 September 8th, 2014|Demos, skmurphy|0 Comments

Q: How to Apply Lean Innovation Methods To Regulated Industries

Q: My research focused on the assessment of atherosclerosis in coronary arteries using  Computed Tomography examinations as the imaging modality. I have looked at various aspects of atherosclerosis such as volume scores, automatic extraction of anatomical structures, plaque detection, dual energy CT and plaque distribution patterns. I am new to the [...]

By | 2015-02-23T19:11:01+00:00 August 8th, 2014|Demos, skmurphy|1 Comment