Take a guess, first…! Now consider: Which screen(s) to choose and why? When to present (e.g., beginning, middle, end)? How to introduce the context?
How Many Skills Are Needed to Present a Single Screen in a Software Demo? Read More »
I was watching a demo yesterday and heard the presenter use the phrase, “What we call a ___” multiple times. Was it important that
Demo Don’t: “What We Call…” Read More »
“We eat with our eyes first”: Apicius (a 1st century Roman gourmand) purportedly make this statement – and it’s also true for demos! Don’t
What Does “We Eat with Our Eyes First” Have to Do with Demos? Read More »
How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example: What went well? What could have been
Demo Do: Post-Demo Reviews Read More »
In demos, present the “What” but only show the “How” if the prospect asks! (See Great Demo! Third Edition for the delicious recipe for
Demo Don’t: “I like sausage, but I don’t necessarily want to see how it’s made…!” Read More »
Best Approaches for the Presales-Customer Success Continuum A Never Stop Learning! Article “After working as presales prior to the sale, then assisting with
Best Approaches for the Presales-Customer Success Continuum Read More »
Demo Do: Let Your Champion Drive! A Never Stop Learning! Article “Stand away from the mouse and nobody will get hurt!” – Salesperson
Demo Do: Let Your Champion Drive! Read More »
Buying processes, as typically defined by most vendors, run from initial contact to the close. Perhaps we should rethink this and consider a richer
Buying Process vs Rebuying Process? Read More »
Vendors often get questions during demos and discovery calls from prospects and customers who want to know, “Can your software do ___?” The best
Demo and Discovery Do: Five Answers for “Can it do ___?” Read More »
Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives
Demo and Discovery Do: Pause Before Answering Read More »
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