Blog - Great Demo

Great Demo!

Blog

Demo Don’t #10  Avoid Summarizing: “And the next really cool thing I want to show you is…”

“I get paid to talk and click,” commented a presales practitioner. So, just talk and click from section to section, segment after segment, in ...

(If you only read ONE article this year, this is the ONE!)  The Incredible Value of Value Realization Events

“Every diagnosis and treatment need a corresponding prognosis…!” – Me Wouldn’t it be a delight to dramatically differentiate in discovery? It’s easy! Once your ...

Doing Discovery and Great Demo! Are NOT for Everyone…

Doing Discovery and Great Demo! are not for everyone… They are only for those people who want to make substantial changes and improvements in ...

Demo Don’t #9  Don’t Describe Your Big Wow! Screens: “Doesn’t that look great…?”

You’ve been demoing for forty minutes, and you finally get to a big Wow! screen. You say, “Doesn’t that look great?” and then swiftly ...

Presales and Sales Folks: Problem Solving Time!

You’re the CEO of a startup and must fire either your sole sales or sole presales person. Both are equally competent at their jobs. ...

Demo Don’t #8  Don’t Use the Annotation and Other Tools in Your Online Demos: “Can you see my screen…?”

Here are wonderful ways for you to show your software in the worst possible way when demoing online (using Zoom, Teams, Webex, GoToMeeting, etc.): ...

Active Listening?

If you’re already thinking about your response, you aren’t actively listening!   (And why do we often look upwards at an angle when we ...

Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts!

“It is better to ask some of the questions than to know all of the answers.” – James Thurber   Here’s a collection of ...

Should We Review Recordings of Discovery Calls and the Resulting Demos as Sets?

Wouldn’t it be interesting to analyze recordings of both taken together? In other words, compare what was uncovered in discovery with what was presented ...

Demo Don’t #7  Let Questions Drive You into the Weeds: “But what about…?”

You’ve just started your demo when someone asks a question about your system’s login security, so you take a few minutes to answer their ...

Do the Last Thing First – Begin with the End: Why, What, When, and How?

Many folks now echo the guidance that the Great Demo! team has been teaching for years BUT: They don’t know the details! They trumpet ...

Demo Don’t #6  Show the Same Demo, Regardless of Your Prospect’s Needs or Interest: “One for all…”

Ignore the fact that the VP in the room only wants a top-level summary of your offering and that the managers are only interested ...

Seven Levels of Stunningly Successful Discovery – Webinar Recording!

From the fine folks at Cloudshare: “Discovery is the most important part of the presales process. Done effectively, discovery is the key to delivering ...

Demo Don’t #5  Pack as Many Features and Functions into Your Demo as Possible: “And another thing you can do is…”

Want to make your software appear as confusing and complicated as possible? Want more ways to bore and torture your audience? Want to help ...

Demo Don’t #4 Don’t Reconfirm the Time Constraints for Your Meeting: “Sorry, we’re out of time…”

You’d planned on two hours with your prospect when you set up the meeting a week ago. Is there any reason this might have ...

Dealing with “Just Show Me a Demo?” Seven (Gentle, But Firm) Methods to Move into Discovery

Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery ...

Thursday Webinar: Seven Levels of Stunningly Successful Discovery

“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” – Head of Sales of an extraordinarily ...

Demo Don’t #3  Start with a Corporate Overview: “Death by Corporate Overview…”

Make Number 2 (“Present a Long, Linear Demo That Saves the Best for Last” from last week) even worse by starting with twenty minutes ...

Easy Summer Reading! A Prospect’s Tale – An Instructive, Humorous Account of Woe and Triumph

Invest 30-45 minutes to enjoy this story of a buyer’s journey…! Part 1: The Long Trip to Nowhere A Lesson in Lead Churn False ...

Demo Don’t #2  Present a Long, Linear Demo That Saves the Best for Last: “Where is this going…?”

Have you ever been watching someone else’s demo and after a few minutes you start wondering, “Where is this going…?” You can ensure the ...

Demo Don’t #1  Be unclear about your Prospect’s Needs: “The Harbor Tour.”

Offer and deliver a demo hoping that your prospect will see something of interest, eventually. Also known as “Living in the Land of Hope,” ...

Upcoming Webinar: Seven Levels of Stunningly Successful Discovery

“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” This quote is from the head ...

Competitive Differentiation via Whole Product Analysis

Here’s a tip most people don’t know…! While I strongly recommend against inflicting corporate overview presentations on your prospects, some elements from typical corporate ...

How Much Learning Is Enough?

Learning is the only exit from the insanity of doing the same thing over and over and expecting a different result! But how much ...

Gosh – Top Ten at Demofest

I’m amused to learn that my presentation “Seven VALIDATED Habits for Stunningly Successful Demos” was one of the top ten at Demofest. Frankly, I ...
Scroll to Top