Your Persona Demo is Failing!

Your Persona Demo is Failing!

One of the biggest failures in Presales Consulting may be reliance upon Persona-Based Demos! It is (sadly) a perfect talk track, however, if you have not invested in discovery, know very little about your prospect or client, and want to present a ‘Harbor Tour’ demo...

Expansion and Renewal Demos

Expansion and Renewal Demos “Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint? What strategies and...

Using Analogies and Metaphors (and More) in Demos

Well-crafted analogies and metaphors1 help our audiences remember the key ideas we present in our demos. Some examples are very effective, others could be improved… Let’s explore! Beyond Facts If you simply present your capability (a “fact”), typical audiences don’t...

Seven Habits for Stunningly Successful Demos

Seven Habits for Stunningly Successful Demos Here are seven demo success factors that lead to closed business. We’ll discuss each of these briefly and, for current Great Demo! practitioners, we’ll note where they align with Great Demo! principles. The fine folks at...

Great Demo! Remote Demos Best Practices

Great Demo! Remote Demos Best Practices Want a horror story? I’ll give you a teaser: The punchline is, “Nope, I’m good…” I do a lot of “prep” demos with my customers, asking them to present live demos to me over the web. I was working with a customer and had seen...
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