One of the best ways to align with your audience during a presentation is to mingle with them beforehand. Make it a goal to introduce yourself to at least three attendees as they get settled. You’ll get a better sense of personality types (lighthearted? good-natured? painfully serious?), and you’ll be able to identify particular hot [...]
Read moreThe best software salespeople know the importance of customizing each demo so that it aligns with their clients’ particular business needs. And determining these needs plays a significant role in the pre-selling process. But suppose you attend a tradeshow and have the opportunity to demo your product to hundreds or even thousands of booth visitors—many [...]
Read moreA comedian opens his set with a stale joke. A racehorse bucks, rears and drags out of the gate. An American Idol hopeful delivers a pitchy first verse to the wooden Simon Cowell. It’s tough to recover after a bad start. Demonstrating how a user will log in to our product is often the opening [...]
Read moreFollow-up items pile up quickly for those of us who demonstrate on a regular basis. This is a good thing. Following up keeps the client in arm’s reach, and it gives us the opportunity to show up our competitors. And looking better than the competition is cool. Here are 6 suggestions to keep in mind [...]
Read moreI have no plans to see Julie & Julia, but I’ve always thought the late Julia Child was fascinating. And why not? She started her career in advertising, worked in the Secret Intelligence division during World War II where she was posted to Sri Lanka and later China, and didn’t even attend cooking school until [...]
Read morePlanning to demo a website, but are unsure whether you will have a reliable Internet connection? In the past, I might have manually saved some pages to an offline folder (time-consuming), or captured relevant pages using Snagit or similar screen capture software. Recently I discovered a better way. WinHTTrack Website Copier is a free offline [...]
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Matt is a member of the National Speakers Association (NSA), the leading organization for professional speakers.
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