The result? Audiences are bored, frustrated and often leave mid-way through, causing sales teams to exclaim, “Wait – don’t leave! We haven’t gotten to the really good stuff yet!” Why has this happened and what can we do?
Here’s a collection of torturous team tactics, awful errors and faulty communications you can follow to increase the likelihood that your team’s demos will fail. We recommend that you avoid doing these things!
News organizations have been presenting information for several hundreds of years, in print and now via the web, and they have learned some highly effective practices that we can employ in demonstrating software.
What makes customers say, “Remember the time that vendor did that really amazing demo?” What is the difference between a good demo and a Truly Great Demo!?
What is the strategy for handling situations where you are face-to-face with one group of customers and other participants are connecting remotely?
Here is a compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos. We identify the major symptoms for each disorder, provide one or more examples to aid in diagnosis, and suggest steps to a cure for each.
We continue the compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos.
We’ve all experienced some sort of software demo hell, either as a member of the audience, or, more painfully, as the presenter. But the days of live demo hell are slowly beginning to disappear. Presenters are more savvy and strategic in how and what they present, and as a result audiences are being spared the torture. But unfortunately, we are now entering the era of auto-demo hell.
Should or could a recorded or canned demo be “customized”? Interesting and tough challenge…!
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um, hmmm, looks interesting; we’ll get back to you later…” (and you never hear from them again)?
