2026-04-14-16┃Great Demo! Open Enrollment Virtual Workshop
April 14-16, 2026, from 11:00 AM – 4:30 PM Eastern/US Daily
TSD NEWSLETTER
Welcome to the TSD Newsletter Archive. Here you’ll find previously published newsletters from Team Sales Development, featuring company updates, events, media highlights, and insights from Art Fromm. Our newsletters are designed to share practical ideas, celebrate milestones, and keep our community informed about what’s happening across TSD, including SEAMless Sales® thought leadership, webinars, podcasts, and…
2024-05-14┃Great Demo! Virtual Open Registration Workshop
Workshop Objectives: Use a framework to create and deliver improved solution presentations. Increase deal size and/or sell additional products/services. Reduce cost of sales by using demos judiciously. Increase existing subscriptions and renewals. Improve demonstration quality and effectiveness. Establish clear objectives for each demo. Improve communication, preparation, and follow-up between SEs and AMs. …
2024-03-25 | “Selling” Discovery
Ready to Sell Smarter? Utilize the Power of Proper Qualification and Discovery! Before delivering a successful demo, presentation, or POV, thorough discovery is essential. While it’s tempting to jump straight to showing off your product, understanding the client’s needs is key. Lack of proper discovery often frustrates sales teams and clients, leading to ineffective demos.…
2023-09-04 | Uncovering Critical Business Issues – What, Why, and How
What’s in this article for you? The article discusses the importance of understanding Critical Business Issues (CBIs) in sales. CBIs are the specific objectives that individuals or organizations are at risk of not achieving. It explains that CBIs are different from general problems or reasons and are more closely tied to measurable objectives. The article…
2022-12-20 | Expansion and Renewal Demos
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint? What strategies and positionings are appropriate and how do you frame your demos for the range of renewal and expansion situations? We’ll…
2022-12-20 | The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where: a. You find yourself in front of participants about which you know nothing of their needs or interests – and they’ve been promised a demo…b. You are asked to join a web session, right now, and the salesperson says, “They asked to see a demo…”…
2022-12-20 | Rescue – From the Tyranny of Traditional Demos
Escape the tyranny of traditional demos! If you’ve ever felt overwhelmed by the amount to cover, struggled to engage your participants, or ran out of time before showcasing the best features – you’re not alone. Traditional demos can be a trap, forcing you to cram in as much as possible, leaving your participants confused and…
2022-12-20 | Vision Generation Demos – The Crisp Cure for Stunningly Awful Harbor Tours
Discover the power of a Vision Generation demo! In a world where traditional sales approaches fall short, this innovative demo style is a game-changer. It’s not about lengthy presentations or overwhelming the customer with information. Instead, it’s a strategic, concise showcase that ignites a vision in the customer’s mind. Imagine condensing hours of demos into…