Beware Presales Hubris: An Open Letter to Presales “Clueless.” “Technically inept.” “Lying” “Manipulative” “Untrustworthy” “Annoying” “Greedy” “Verbose” “Pushy” “Self-centered” “Unethical” “ADD” These are
Beware Presales Hubris: An Open Letter to Presales Read More »
“Ooooo – that’s a great tip!” “Interesting!” “Love this!” These are the kinds of comments we see on posts that offer an interesting demo
Learning: Random vs Structured Approaches Read More »
Symptoms: Automated demos lack context, relevance, and rationale. Patient assumes that all prospects have the same problem, the same challenges, and the same objectives.
Debilitating Demo Diseases – Autodemo Hell (Cluelessness in Automated Demos) Read More »
Every now and then I receive a message like “Your Great Demo! changed my life…!” or “Doing Discovery has dramatically reshaped my process for
“You Changed My Life…!” Read More »
Symptoms: Demo begins by introducing Mike the Manager, Eunice the End-User, Veronica the VP, Andrew in Accounting, Sally the Sales Director, and Ike from
Debilitating Demo Diseases – Rampaging Pronouns Read More »
This is a mulberry tree (thanks, Vincent), what could you use it for? There are (at least) two applications that resulted in hugely significant
Curiosity: an Evolutionarily Advantageous Trait Read More »
Symptoms: Presenter follows the approved but rigid demo script, regardless of the needs or interest of the prospect. Can be difficult to determine if
Debilitating Demo Diseases – Scriptosis Anoesis (Hardening of the Demo) Read More »
Symptoms: Prescience. Answering questions before your prospect can get their full question out of their month because you’ve heard them all hundreds of times
Debilitating Demo Diseases – Clairvoyance Annoyance (Premature Elaboration) Read More »
Symptoms: The sound (or lack of sound) in the room after the presenter asks, “So, are there any questions so far?” Examples: Chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp…. Cure:
Debilitating Demo Diseases – Crickets (Mors per Silentium) Read More »
Symptoms: Doing things the same way, over and over, without exploring new options or making improvements. Also referred to as being “a victim of
Debilitating Demo Diseases – Momentus Morbi Read More »
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