Preparing and delivering demos should be perceived as a “team sport” when two or more people are involved on the vendor’s side. The days of “…and heeeeere’s my Demo Monkey…!” should thankfully be over (we hope!). But what are the right roles for sales and presales in demo preparation and presentation?
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”.
The Reverse Demo: Before I demo to you – why don’t you demo to me? Read More »
Prospect asks, “Can your software do xxx?”
Vendor replies, “Yes, absolutely.”
I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…! What’s missing? Asking, “Why?”
Doing Discovery – The Importance of “Why” Questions Read More »
Want a terrific way to ensure that your SKO participants remember the key take-aways?
SKOs and “Swipes” – Making Remembering Memorable! Read More »
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
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:
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos? Read More »
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.
“Thank You for Your Time…” Alternative Read More »
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”?
How do you suspend disbelief?
Podcast Recording: A Perfect Demo Environment Read More »
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…
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