Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting to collect data on the following scenarios:
‘Twas the night ‘fore the demo and all through the house
Not a creature was stirring, ‘cept my SE and his mouse;
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a customer, often adding “I know your time is valuable…” This is courteous, but positions the vendor beneath the customer, in terms of relative importance.
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many of you have generated a clear definition of a “Demo-Ready Lead”?
In addition to the possibility of using a Word or Google document as a “parking lot” for managing questions in your web-delivered demonstrations, another elegant option is to use the Chat dialog…
There are currently well over 75 articles in our articles page – here’s a handy index to help you find specific topics and explore others. Enjoy!
“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?
Great Demo!’s Peter Cohan gave a mini-clinic for AnnexQ’s Jeremy Mendoza, walking Jeremy through creating a Situation Slide for his offering and developing a companion Illustration – this is a terrific introduction to several key Great Demo! principles for the unexposed and an excellent refresher for current Great Demo! practitioners.
