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Why Structure Demos Like the News – Part 5: Answering Questions!
“Can it export to ___?” asks the prospect. “Absolutely! We support seven different types of export formats, including ___, ___, ___, ___, and especially ...
Why Structure Demos Like the News – Part 4: Managing Multiple Job Titles
How? Combine the Menu Approach with Inverted Pyramid! Let’s say you have four prospect players in your demo meeting: An executive A middle manager ...
Why Structure Demos Like a News Article – Part 3: Ever Run Out of Time?
Have you ever heard a demo presenter say, “We have lot to cover so I’ll go really fast…”? Have you ever said something similar ...
Why Structure Demos Like a News Article? Part 2: Inverted Pyramid!
Carefully examine the next news article you read… Each individual article is cleverly organized to enable readers to make rapid decisions about their depth ...
You Are My Audience…
A colleague pointed out that many people are perfectly comfortable staying exactly where they are with respect to skills and practices. They come to ...
Founding and Growing Your New Company Podcast: Why Most B2B Software Demos Fail and How to Fix Them
I joined Emmanuel King Ibironke of The Intelligence Forge for this discussion of demos, discovery, and founding and developing a training and content business. ...
Assessing Demonstration Skills Levels – The Complete Article!
What’s in this article for you? Assess yourself and your team Ten levels of demonstration skills Exploration of each level’s characteristics Measurements for achieving ...
Demo Skills Level 10 – Methodology!
What’s important about “methodology”? A great deal! A methodology is an integrated, coherent suite of skills that interconnect, leverage and support one another, enabling ...
Demo Skills Level 10 – Demo Assets!
What is “Demo Capital” and what does it enable? Demo Capital supports amplification of demo and discovery best practices! Level 10 is really an ...
Demo Skills Level 9 – Adapts Across a Broad Range of Demo Scenarios
How adept are you with these? Demos to the 5 Technology Adoption Curve Populations “Burn Victims” Executive Briefing Centers New Products and New Categories ...
Demo Skills Level 8 – Applies Storytelling!
Next to “communicating business value” storytelling is the most frequent demo skills improvement sought by sales and presales managers. But just “wrapping a story ...
Demo Skills Level 7: Using Biased Questions to Outflank Competition
Achieving Level 7 is a major step! Most presales and salespeople are completely unaware of the use of Biased Questions. In traditional demos, vendors ...
Demonstration Skills Level 6: Manages and Explores Prospect Questions
“Any questions so far?” “Nope, we’re good…” There are three parts to this level: Assessing and managing the flow of questions. Exploring the intent ...
Demonstration Skills Level 5: Vision Generation!
Solving the “No Disco No Demo!” vs “Just Show Me a Demo!” Dilemma How often are you asked to provide an overview demo to ...
Demonstration Skills Level 4: Communicates Business Value
Value! Value! Value! Value! The number one complaint from presales, sales, and customer success leaders about their teams’ demos is that “they don’t communicate ...
Assessing Demonstration Skills – Level 3 – Incorporating Discovery!
Wait, what? You want discovery information before presenting the demo? Yes, please! Level 3: Customizes Based on Discovery Information Uncovered This requires three steps ...
Assessing Demonstration Skills Levels – Level 2
What’s important about +1, +49, +44, +33, +91, etc.? Customizes Based on Prospect’s Geo/Market/Industry The first small step towards customizing demos to meet prospects’ ...
Demos: The Elegant Art of Managing Questions and Time
(And Avoid Getting Lost in the Weeds) “Demos should be perceived as structured conversations…!” You are in the midst of delivering a ...
Just Say “Yes”
Your prospect asks, “Can it do X?” “…in addition to my many other recovery issues, I’m also a founding member of Overtalkers Anonymous” ...
What Does 76 Seconds Have to Do with Better Demos?
It’s your target average Speaker Switch time! “One good conversation can shift the direction of the change forever.” – Linda Lam Speaker ...
More Questions, More Successful Demos!
“The power to question is the basis of all human progress.” – Indira Gandhi Gong’s study of tens of thousands of demos found ...
The Menu Approach: Two More Applications!
How else might you use The Menu Approach? Tradeshows: Dealing with “Show Me A Demo…” If you have ever worked a demo station ...
The Menu Approach: A Few Important Subtleties
Not all votes are *ahem* equal! When counting votes, remember that businesses are not necessarily democracies, and all votes are not necessarily equal! For ...
The Menu Approach – An Example!
More on a Truly Terrific Demo Self-Rescue Technique You’ve been asked to present a demo to a prospect team of dozen people, about which ...
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where: You find yourself in front of an audience about which you know nothing of their needs ...
Pivoting in Demos: Humans vs AI?
The ability to react and pivot in demos is often a key success factor. Can humans pivot more effectively than AI-automated demos? Can AI-automated ...