EN 
ES 
What’s the Value of Better Demos
For the clueless, not a thing. But for those who are awake and aware, better demos are exceptionally valuable…
What’s the Value of Better Demos Read More »
Stunningly Successful Methodology Implementation – Best (and Worst) Practices
This article was specifically written for:
– Presales managers and mentors (guidance on implementation and coaching your team)
– Presales individual contributors (read the article as if you were coaching yourself)
– Anyone contemplating implementing a sales or presales methodology (especially senior management)
Stunningly Successful Methodology Implementation – Best (and Worst) Practices Read More »
Trade-Show Demonstrations – Using the “Menu Approach”
I both love and hate doing demonstrations at trade shows. They are wonderful because of the opportunity to interact with so many customers. They are terrible when you consider how many of those customer interactions, and demos, are unqualified and unproductive.
Trade-Show Demonstrations – Using the “Menu Approach” Read More »
Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
Achieving Success with Web-based Software Demonstrations
The name of the game in remote demonstrations is interactivity! Your ability to attract and compel your audience’s attention is your recipe for success.
Achieving Success with Web-based Software Demonstrations Read More »
Demo Capital – Underutilized, Undervalued and Often Insufficient
Consider the sum of an organization’s knowledge, know-how, tools, techniques, tips and success stories related to demonstrating one’s offerings. As with other types of capital, how can this best be captured, developed, and leveraged? How is it valued (how should it be valued)? And is what you have today sufficient?
Demo Capital – Underutilized, Undervalued and Often Insufficient Read More »
Storytelling in Demos
Stories can be one of the most effective mechanisms in demos to help your customers remember – and re-communicate – the use cases and value of your offerings.
Storytelling in Demos Read More »
Surprisingly Successful Complex Situation Demos
Have you ever had a demo where multiple customer players wanted to see multiple solutions? Did you ever feel like the demo appeared complicated or confusing? Would you like a cleaner, more effective approach?
Surprisingly Successful Complex Situation Demos Read More »
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights
What can we learn by analyzing 67,149 software demos? A great deal…!
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights Read More »