You’ve been demoing for forty minutes, and you finally get to a big Wow! screen. You say, “Doesn’t that look great?” and then swiftly
Demo Don’t #9 Don’t Describe Your Big Wow! Screens: “Doesn’t that look great…?” Read More »
You’re the CEO of a startup and must fire either your sole sales or sole presales person. Both are equally competent at their jobs.
Presales and Sales Folks: Problem Solving Time! Read More »
Here are wonderful ways for you to show your software in the worst possible way when demoing online (using Zoom, Teams, Webex, GoToMeeting, etc.):
If you’re already thinking about your response, you aren’t actively listening! (And why do we often look upwards at an angle when we
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts! Read More »
Wouldn’t it be interesting to analyze recordings of both taken together? In other words, compare what was uncovered in discovery with what was presented
Should We Review Recordings of Discovery Calls and the Resulting Demos as Sets? Read More »
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts! Read More »
You’ve just started your demo when someone asks a question about your system’s login security, so you take a few minutes to answer their
Demo Don’t #7 Let Questions Drive You into the Weeds: “But what about…?” Read More »
Many folks now echo the guidance that the Great Demo! team has been teaching for years BUT: They don’t know the details! They trumpet
Do the Last Thing First – Begin with the End: Why, What, When, and How? Read More »
Ignore the fact that the VP in the room only wants a top-level summary of your offering and that the managers are only interested
EN EN 
ES
