Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at at Distance

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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…!

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Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT to Do

Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. We recommend that you avoid doing these things!

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Disasters Neatly Averted – Dealing with Day-in-the-Life Demos

A colleague once cynically commented, in response to a request for a “day-in-the-life” demo, “Give me a week and I can show you a day-in-the-life…” Very clever, but still painful! Day-in-the-life demos are challenging, so here are some Great Demo! principles you can apply to increase your success rates.

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Stunningly Awful Demos – Lost in the Weeds

How do we simultaneously encourage questions, yet make sure they don’t take us off track?

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Vision Generation Demos

What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business challenge is possible – and to enable a Discovery conversation to take place.

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Stunningly Awful Demos: Waaay Out of Alignment

I’m often surprised at how traditional demos are organized – they seem to focus on the least important items for the target audience.

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Stunningly Awful Demo Phrases

Here are a handful of phrases that we often hear from software vendors in demo meetings, followed by what the customer thinks in response…

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Stunningly Awful On-Boarding Demos – The Trouble Begins

“Learn the demo…” the group of newly hired presales folks are told, “and when you think you’re ready, we’ll have you present the demo back to us. If you do well, you’ll be certified and ready to start presenting to customers.” What’s wrong with this picture?

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