We see posts like these all the time: “The 8 Discovery Questions My Best AEs Use” “My Favorite Demo Tip” “5 Discovery Must-Haves!” “Demo
How Are Demo and Discovery Tips Like a Pile of LEGO Bricks? Read More »
The strength of memories is like a spider web: the more attachments and connections, the stronger the web. A fact is like a single
Beware the Morass of Mixed Metaphors This post is designed to be both informative and fun! Metaphors and analogies are terrific but can be
The Power of Analogies and Metaphors in Demos and Discovery – Part 7: What NOT to Do! Read More »
Ah, stories! The most effective communications leverage the power of stories. Archimedes noted: “Give me a lever long enough and a fulcrum on which
The Power of Analogies and Metaphors in Demos and Discovery – Part 6: Storytelling! Read More »
Manufacturing Metaphors and Accumulating Analogies Some people can generate effective analogies and metaphors as needed, on the fly. Other folks may want to have
The Power of Analogies and Metaphors in Demos and Discovery – Part 5: Creating! Read More »
Why use analogies and metaphors? Understanding! Have you ever found yourself struggling to explain what a new technology enables to non-technical people (including some
The Power of Analogies and Metaphors in Demos and Discovery – Part 4: Understanding! Read More »
Here are some examples I’ve heard in demos and discovery conversations, with the fact presented first, followed by the analogy or metaphor. First specimen:
The Power of Analogies and Metaphors in Demos and Discovery – Part 3: Examples! Read More »
Why Use Analogies and Metaphors? Retention! Facts are boring, whether new or old, and they aren’t memorable on their own. Here’s an example: Crows
The Power of Analogies and Metaphors in Demos and Discovery – Part 2: Retention! Read More »
“The world is full of hopeful analogies and handsome, dubious eggs, called possibilities.” – Mary Ann Evans (pen name George Eliot) “The difference between
The Power of Analogies and Metaphors in Demos and Discovery – Part 1 Read More »
They can make all the difference! We were selling automated workflows into pharma and materials science research organizations that included hardware, software, intellectual
What Are Key Events in Buying Processes? Read More »
English English 
Spanish
