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Which of these do you (or your team) suffer from?
- You don’t customize the data to match your prospect’s industry/vertical
- Your data time-series, action items, and alerts are not realistic
- You use the phrase, “What we call a …” and assume your prospect will remember
- You don’t understand the power of the pause
- You demo on autopilot, with little enthusiasm
- You present from a large monitor to prospects with small screens
- You never use annotation tools
- You don’t use props or visual aids
- You think “a day in the life” is an effective story
- You don’t use analogies, metaphors, or similes
- You don’t use meaningful stories
- You don’t invite the prospect to “drive” by proxy
- You don’t operate as a team when multiple vendor players are involved
- You don’t prepare or plan roles when multiple vendor players are involved
- You “pile-on” answers to prospect questions
- You use American/UK/etc. colloquialisms with non- American/UK/etc. audiences
- You inflict corporate overview presentations on your prospects
- You inflict product overview presentations on your prospects
- You ignore the case studies (the single most valuable portions of corporate overview presentations)
- You don’t dry-run important demos
- You offer trials and POCs without need
- You deluge “just browsing” prospects with hour-long “overviews”
- You don’t understand the difference between Vision Generation and Technical Proof Demos
- You understand the difference between Vision Generation and Technical Proof Demos, but don’t apply the principles
- You’ve been trained in “Tell Show Tell” but never do it
- You feel you’re at the top of your game…
Any others to add?
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