While we make our living based solely on our performance, we rarely take the time to improve our performance.

A great demo is like a stand-up act. There is a smooth opening where you try to get the ‘crowd’ to like you, the quick dazzle that keeps everyone interested for the long haul, and the act itself (where every word and phrasing is pre-planned).

Winners create a fanfare that arouses action, intensifies urgency, and capture the mind and motivation of a buyer.

Clients want to pay a fair value for a great product. Totally free creates ambivalence for a discerning client. Money changing hands reduces the ‘scary’ part of a deal.

To be the square sales peg, start with your title. It’s the first thing people want to know about you.

Don’t believe everything you don’t hear.