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DEMOS TO MIXED LOCAL AND REMOTE AUDIENCES
What is the strategy for handling situations where you are face-to-face with one group of customers and other participants are connecting remotely?
Demos and the Principle of Parsimony
“Simplicity is the ultimate sophistication.” – Leonardo da Vinci “Simplification is one mark of real genius” – Dan Ariely “Everything should be ...
Demos and Prospects’ Mindset: Skeptical!
Most prospects have a skeptical, “prove it to me” mindset when they join a demo meeting, which means that vendors are starting their demos ...
Demos and Prospects’ Initial Mindset
What are your prospects’ emotional stances when you start your demos? Enthused? Curious? Skeptical? Cynical? Annoyed? Apathetic? Neutral? How does their mindset ...
Demos and Julia Child: What Can We Learn from Cooking Shows?
Julia Child brought French cooking dishes and methods into American households in the last century (1963-1973 or thereabouts) in her entertaining and educational cooking ...
Demos and Cooking Shows Part 4: “We Eat with Our Eyes First”
Compare: a blob of stew plopped onto a plate vs that same preparation ladled carefully into a large, artistic bowl, sprinkled with snipped greens, ...
Demos and Cooking Shows Part 3: Time Warping!
How long does it take to roast a turkey? Can you imagine a cooking show that made you wait hours to see the completely ...
Demos and Cooking Shows Part 2: Nobody Wants to Watch You Chop Vegetables
Consider: You never see the chef chop onions on-screen! Instead, all the ingredients have been prepared ahead of time and made ready to use ...
Demonstration Skills Level 6: Manages and Explores Prospect Questions
“Any questions so far?” “Nope, we’re good…” There are three parts to this level: Assessing and managing the flow of questions. Exploring the intent ...
Demonstration Skills Level 5: Vision Generation!
Solving the “No Disco No Demo!” vs “Just Show Me a Demo!” Dilemma How often are you asked to provide an overview demo to ...
Demonstration Skills Level 4: Communicates Business Value
Value! Value! Value! Value! The number one complaint from presales, sales, and customer success leaders about their teams’ demos is that “they don’t communicate ...
Demonstration or Demolition?
There are only a few letters difference between a demonstration and demolition! Traditional approaches demolish demos by: Saving the best for last Showing how ...
Demologue Podcast – Discovery, Menus, Automated Demos and More!
I joined the fine folks at Demoboost for this 30-minute informative discussion: “This one’s special! ✨ Peter Cohan has been an inspiration to us ...
DEMOFEST West Coast Live and Face-to-Face: “Overcoming Sales Objections” – March 29 San Francisco
I’ll be presenting “Overcoming Sales Objections – Why Many Sales Objections Shouldn’t Need to Be Overcome” at this face-to-face presales conference: “Help me understand ...
DEMOFEST Recordings
Recordings are now available from the DEMOFEST sessions – many thanks to the fine folks at Consensus who facilitated the entire conference! Here are ...
DEMOFEST 2022 Sessions Recordings – Full Access
Good news! The fine folks at Consensus have made all of the DEMOFEST sessions easily accessible here, whether you registered previously or not.
DEMOFEST 2022
This year’s DEMOFEST lineup looks terrific – here is how to register. Looking forward to seeing you there!
Demo-Ready Lead?
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many ...
Demo Tip: Curing Zippy Mouse Syndrome
Do you suffer from Zippy Mouse Syndrome? Here are the symptoms...
Demo Tip #233: One Picture Is Worth…
Demo Tip #233: One picture is worth a thousand words; one compelling screen is worth a thousand mouse clicks! (That’s a Great Demo! Illustration.)
Demo Storylines: Journey, Destination, or Both?
There’s a lot of discussion today about storytelling in demos and related sales activities. Many software vendors talk about “The Journey” or “The Customer’s ...
Demo Skills Level 9 – Adapts Across a Broad Range of Demo Scenarios
How adept are you with these? Demos to the 5 Technology Adoption Curve Populations “Burn Victims” Executive Briefing Centers New Products and New Categories ...
Demo Skills Level 8 – Applies Storytelling!
Next to “communicating business value” storytelling is the most frequent demo skills improvement sought by sales and presales managers. But just “wrapping a story ...
Demo Skills Level 7: Using Biased Questions to Outflank Competition
Achieving Level 7 is a major step! Most presales and salespeople are completely unaware of the use of Biased Questions. In traditional demos, vendors ...
Demo Skills Level 10 – Methodology!
What’s important about “methodology”? A great deal! A methodology is an integrated, coherent suite of skills that interconnect, leverage and support one another, enabling ...
Demo Skills Level 10 – Demo Assets!
What is “Demo Capital” and what does it enable? Demo Capital supports amplification of demo and discovery best practices! Level 10 is really an ...
Demo Skills Assessment Time!
Where are you with the ten levels of demo skills? Level 1: Follows the standard demo script. Level 2: Customizes based on the prospect’s ...