Next to “communicating business value” storytelling is the most frequent demo skills improvement sought by sales and presales managers. But just “wrapping a story
Demo Skills Level 8 – Applies Storytelling! Read More »
Achieving Level 7 is a major step! Most presales and salespeople are completely unaware of the use of Biased Questions. In traditional demos, vendors
Demo Skills Level 7: Using Biased Questions to Outflank Competition Read More »
“Any questions so far?” “Nope, we’re good…” There are three parts to this level: Assessing and managing the flow of questions. Exploring the intent
Demonstration Skills Level 6: Manages and Explores Prospect Questions Read More »
Solving the “No Disco No Demo!” vs “Just Show Me a Demo!” Dilemma How often are you asked to provide an overview demo to
Demonstration Skills Level 5: Vision Generation! Read More »
Value! Value! Value! Value! The number one complaint from presales, sales, and customer success leaders about their teams’ demos is that “they don’t communicate
Demonstration Skills Level 4: Communicates Business Value Read More »
Wait, what? You want discovery information before presenting the demo? Yes, please! Level 3: Customizes Based on Discovery Information Uncovered This requires three steps
Assessing Demonstration Skills – Level 3 – Incorporating Discovery! Read More »
What’s important about +1, +49, +44, +33, +91, etc.? Customizes Based on Prospect’s Geo/Market/Industry The first small step towards customizing demos to meet prospects’
Assessing Demonstration Skills Levels – Level 2 Read More »
(And Avoid Getting Lost in the Weeds) “Demos should be perceived as structured conversations…!” You are in the midst of delivering a
Demos: The Elegant Art of Managing Questions and Time Read More »
A Never Stop Learning! Article “Demos should be perceived as structured conversations…!” You are in the midst of delivering a demo and
The Elegant Art of Managing Questions and Time Read More »
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