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More Auto-Demo Hell – A “Customized” Recorded Demo?
Should or could a recorded or canned demo be “customized”? Interesting and tough challenge…!
More Auto-Demo Hell – A “Customized” Recorded Demo? Read More »
Why Don’t They “Get It” – Are They Stupid Or What?
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um, hmmm, looks interesting; we’ll get back to you later…” (and you never hear from them again)?
Why Don’t They “Get It” – Are They Stupid Or What? Read More »
Transition Vision – A Competitive Differentiator
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over vendors who do not. In competitive situations, if everything else is equal, a strong Transition Vision can make the difference between winning and losing the business.
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Attention Retention and Demos
When does your audience pay the most attention in your demos? At the beginning? In the middle? At the end? When do they pay the least attention…? And what do they really remember from your demos?
Attention Retention and Demos Read More »
Stunningly Awful Demo Situations – The Horror of Scripted Demos
What can be done to increase success rates when dealing with scripted demo situations? Here are few ideas that may yield improvements in your close rate…
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The Meaningless-Filler Gratuitous-Phrases Vocabulary List
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
The Meaningless-Filler Gratuitous-Phrases Vocabulary List Read More »
Four Opportunities to Harvest: The Value of Informal Success Stories
What might be the single most important asset for your sales and marketing toolkit?
Four Opportunities to Harvest: The Value of Informal Success Stories Read More »
Stunningly Awful Software POCs and Evaluations – A Strategy of Hope?
If your organization’s POCs and evaluations are not as successful as you wish, consider using this list as an assessment tool. If these items sound too familiar then you may want to contemplate making some changes…
Stunningly Awful Software POCs and Evaluations – A Strategy of Hope? Read More »
Too Complex – A True Demo Disaster Story
Here’s the true story of how a demo directly resulted in the loss of $245,000 from an order. It’s also a stunning example of why not to show all those neat, cool features…
Too Complex – A True Demo Disaster Story Read More »
Stand Away From The Mouse! Letting Your Champion Drive
Here’s a terrific way to prove “ease of use”: have a customer representative do the demo…
Stand Away From The Mouse! Letting Your Champion Drive Read More »