Demo Lessons from Comedians: Part 1 – Why didn’t that joke land? is the first in a series about comedy from Demo Solutions founder Ed… Read More »Demo Lessons from Comedians: Part 1 – Why didn’t that joke land?
What Star Trek: TNG can teach us about selling to diverse audiences Strap in – we’re going to get a bit nerdy in this one.… Read More »What Star Trek: TNG can teach us about selling to diverse audiences
I used to be the Strategy Lead for my business unit at IBM, which was essentially an internal consulting role. I had been working on… Read More »Top 3 Pitch Deck Introduction Deal Breakers
The Simple Trick to Improve your Close Rate Proof-Of-Concept and Trial Charter FTW (just because this title is clickbait doesn’t make it less true) Imagine… Read More »Proofs-of-concept not closing? Try this one simple trick to improve your close rate
Learn to Deliver Blockbuster Openers for Demos and Presentations Ed’s Blockbuster Openers for Demos In 1996, the first Men in Black movie came out, and… Read More »Learn to Deliver Blockbuster Openers for Demos and Presentations
Replace your demo scripts with demo set lists I’m a huge fan of stand-up comedy, and one of my favorite comics is Patton Oswalt. The… Read More »Replace your demo scripts with demo set lists
Most Effective Sales Rep Series Part 3: Technology Technology won’t Fix a Broken Process. Surprise this post is not about telling you what software is… Read More »Most Effective Sales Rep Series Part 3: Technology
What is a Demo Script? Crafting a Dynamic Demo Script to Win More Deals During Presentations What is a Demo Script? A demo script is… Read More »What is a Demo Script? Crafting a Dynamic Script
Getting to NO You: Using NO in Sales Process Salespeople are taught to get to yes, but getting to no is how you win your… Read More »Getting to NO You: Using NO in Sales Process
Design your demos and presentations for toddlers – they’re a lot more like adults than you think Demo Lessons from Toddlers? But why? When you… Read More »Demo Lessons from Toddlers. Yes, Toddlers
How to NOT bore Audiences in Presentations If you’re a human with a job, there’s no getting around presentations; giving them, getting them, or having… Read More »How to NOT bore Audiences in Presentations
Ed Jaffe analyzes season 11, episode 11 Shark Tank, and a demo that can’t even sell sex.
Rashomon effect and memory recall in presentations.
Behavioral Economics and the Psychology of Demoing
The Shark Tank episode where Mr. Wonderful asks: “where is your dog? Dead?” The Sharks on this week’s episode: Robert Herjavec, Lori Grenier, Kevin… Read More »Shark Tank Presentation Breakdown: Dead Demos and Live Deals
Air Date: 11/3/19 Sharks: Mark Cuban, Kevin O’Leary AKA Mr. Wonderful, Lori Greiner, Robert Herjavec and Guest Shark Dan Lubetzky (the Kind bar guy) On… Read More »Shark Tank Pitch Recap: S 11, E 6: Worst. Demo. Ever.
Shark Tank Pitch Recap: Season 11, Episode 5.
Sales cycles have a death zone. Depending on your stages, it’s somewhere between 3 and 5 – right before “proposal/redlining.”
A little less talk, Make better Demos We need to talk. I know this is difficult, but it’s a conversation we need to have. Maybe… Read More »They don’t care about your story: How to make better demos