Trade shows are a great place to reconnect with old friends! Earlier this month at On Demand in Boston there was lots of hand-shaking, hugging, and kissing going on in the aisles!

One of my “special moments” came when I bumped into (literally) Ron Kendig, an old friend who has headed off in a new direction. After years with hardware companies like Xerox and Heidelberg, Ron is an expert in the sales process and he is now CEO of WinningStance, a company specializing in strategies and tactics for sales success.

Ron promised - and delivered - a copy of Demonstrating to Win! a guide for developing and giving successful software demos. When was the last time you sat through the “Demo from Hell?” Or worse yet, when did you give it?

Here are just a few of the “Demo Crimes” listed in this dandy little book:

• “If you think that’s cool, wait till you see…”
• “I love this part of our software…”
• The Data Dump
• Technobabble
• Talking to the Wall
• Don’t Answer That!
• The Blind Leading the Blind

It goes on! I felt like I was an accident-gawker - it was so awful, but I had to look! Take a look at this book, it’s got some good advice. Or better yet, give Ron a call.