Great Demo!

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OVERactive Listening

While Active Listening skills are extremely important for vendors in Discovery, demos, and related conversations, we occasionally encounter vendor reps whose responses to prospect comments ...

Origins of The Menu Approach: A Demo Survival Success Story

Origins of The Menu Approach: A Demo Survival Success Story A Never Stop Learning! Article “It’s a huge opportunity…” – Inexperienced salespeople everywhere! ...

Open Your Eyes! How Is the Light Spectrum Like Doing Discovery?

The light spectrum offers an interesting analogy for exploring discovery information. Most vendor reps limit their discovery to capturing what they see in pure ...

Only 16% of You…

One Picture = One Great Software Screen = ??

If one picture is worth 1000 words, then one great software screen is worth 1000 mouse clicks!

One of the Best Worst Demos Ever: Rockwell’s Retro Encabulator!

If you haven’t seen this before, note how long it takes before you… well, you’ll see! If you have seen it before, enjoy it ...

Old vs New – Why Upgrade to Great Demo! Third Edition?

Great Demo! first appeared in 2003 – twenty years ago – and represented a major change in the process of preparing and delivering software ...

No Decisions: It’s not simply “the elephant in the room”, it’s an entire herd of elephants!

Gartner and others estimate that on average 45% of all forecasted sales opportunities end in a No Decision outcome. That’s an enormous consumption of ...

No Decision Outcomes Make Up ~45% of All Forecasted Opportunities in Software Sales. Why Should You Care?

No Decision outcomes make up ~45% of all forecasted opportunities in software sales. Why should you care?

Next Tuesday August 5 – The SE Book Club – Live!

“In discovery, people and organizations want you to understand their perceived uniqueness; with solutions, they want to be part of a group.” Join us ...

New Offering for Remote Demos and Presentations – The Sad (But True) Situation – And What You Can Do About It

How many web demos and presentations start with, “Can you see my screen?” – following by nothing but the presenter talking and clicking? Ask yourself, ...

New Great Demo! Certified Coaching Program

We are delighted to announce that Kerry Sokalsky of Presales Mastery is now a Great Demo! Certified Coach – and has launched an innovative program ...

New Front-line Manager Tip: Ask Before Answering!

When a team member brings a problem or issue to us, most of us immediately offer a solution based on our experience. However, an ...

My Cup Is…?

The optimist says, “My cup is half full!” The pessimist says, “My cup is half empty!” The presales person says, “That cup is twice ...

Multiple Currencies?

(Before the appearance of the Euro, we maintained a collection of envelopes each containing a European currency: German Marks, French Francs, Italian Lira, Spanish ...

Mousing: Look, Find, and THEN Move

Let’s run a quick experiment: Open an existing document in MS Word. Now, choose “Review” and then “New Comment.” (Or “Suggesting” and “Add Comment” ...

More Presales Tools!

Here are two more tools to explore. Success is a dream-come-true for managing POC’s; Jiminny is another call-recording analysis/coaching tool with a focus on the ...

More Premature Elaboration: A Competitive Oops! – Another Sales Prevention Team True Story

“Competition whose motive is merely to compete, to drive some other fellow out, never carries very far. The competitor to be feared is one ...

More Premature Elaboration: A Competitive Oops!

I was the prospect listening to a vendor present their offering. The salesperson was working his way through their product presentation and entered a ...

More Auto-Demo Hell – A “Customized” Recorded Demo?

Should or could a recorded or canned demo be “customized”? Interesting and tough challenge…!

Microsoft Teams – Currently Not Recommended for Remote Demos

It currently lacks a set of annotation tools that are needed to highlight specific parts of software screens in demos and, accordingly, to enable sufficient ...

Maximizing ROI from a Great Demo! Workshop: Post-Workshop Implementation Strategies

Do you want to know how you can supercharge the success of your Great Demo! and Doing Discovery workshop? You and your team have ...

Managing Questions and “Reciprocal Inquiry”

How many times have we heard a prospect ask, “Can your software do X?” and the vendor responds “Absolutely! Let me show you how ...

Making Numbers Count: The Art and Science of Communicating Numbers – A Book Report

Making Numbers Count offers tools and methods to make sense of numbers – a set of skills that customer-facing teams should embrace!

Making Monetary Numbers Tangible

What can $100 buy? $1,000? $25,000? $1,000,000? It is often hard to associate an amount with a tangible deliverable, and it gets more difficult ...