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Demo Do: Post-Demo Reviews
How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example: What went well? What could have been ...
Demo Do: Let Your Champion Drive!
Demo Do: Let Your Champion Drive! A Never Stop Learning! Article “Stand away from the mouse and nobody will get hurt!” – Salesperson ...
Demo Do: Great Demos and Chunking
How do you verbally communicate a phone number to someone else? We “chunk” it, almost without thinking about it – and that’s a terrific ...
Demo Desperation – Another Sales Prevention Team True Story!
“Wait! Don’t go away, we haven’t gotten to the best stuff yet!” – Vendor rep watching people leave the room… It was an ...
Demo Data: The Importance of Problems, Gaps, and Exceptions
I was working with a vendor on an example demo and we identified a dashboard to serve as an Illustration (a “Wow!” screen for that ...
Demo Data – Another Angle
I’ve blogged about the need for demo data to reflect real-life problems and situations, including the ability to find and surface problems, identify opportunities, and ...
Demo Capital – Underutilized, Undervalued and Often Insufficient
Consider the sum of an organization’s knowledge, know-how, tools, techniques, tips and success stories related to demonstrating one’s offerings. As with other types of capital, ...
Demo Caffeine!
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April ...
Demo and Presentation Guidance from 1903
“Be terse in style, vigorous of phrase, apt, concretely apt, in similitude. Avoid platitudes and commonplaces. Exercise selection. Seize upon things salient, eliminate the ...
Demo and Discovery Do: Pause Before Answering
Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives ...
Demo and Discovery Do: Five Answers for “Can it do ___?”
Vendors often get questions during demos and discovery calls from prospects and customers who want to know, “Can your software do ___?” The best ...
Demo “Storylines”: The Journey, The Destination, or Both
Many software vendors talk about “The Journey” or “The Customer’s Journey” as a storyline for their demos. We need to ask ourselves, however, what is ...
Delve?
The moment I see the word “delve” in a post, article, or eBook, I know it was written by ChatGPT. It is the very ...
Delight in Being Surprised!
Delight in being surprised – embrace it – because it means you just learned something! And if you’re curious, here are a few wonderful ...
Debilitating Demo Diseases – Zippy Mouse Syndrome
Symptoms: Mouse movements are erratic, haphazard, and may never stop. Mouse may circle constantly around certain portions of the screen. Prospects turn away from ...
Debilitating Demo Diseases – Whooping If
Symptoms: Presenter offers an ever-growing list of options linked together by “if…” Ifs often multiply rapidly, boring your audience and making your software appear ...
Debilitating Demo Diseases – Tabbed-out (The Terrible Tabs Death March)
Symptoms: Presenter exhaustively (and exhaustingly) presents the contents of each tab in a row of tabs, one after another after another after another… Audience ...
Debilitating Demo Diseases – Scriptosis Anoesis (Hardening of the Demo)
Symptoms: Presenter follows the approved but rigid demo script, regardless of the needs or interest of the prospect. Can be difficult to determine if ...
Debilitating Demo Diseases – Rampaging Pronouns
Symptoms: Demo begins by introducing Mike the Manager, Eunice the End-User, Veronica the VP, Andrew in Accounting, Sally the Sales Director, and Ike from ...
Debilitating Demo Diseases – Rambleitis
Symptoms: No pauses, no breaks, no interaction with audience; an unceasing talk track. Often compounded by Conjunctionitis, fits of Whooping If, and Zippy Mouse ...
Debilitating Demo Diseases – Phonic Consumption
Symptoms: [Generally experienced in face-to-face demos, but virtual demos are not immune] Sales rep sitting in the back of the room completely focused on ...
Debilitating Demo Diseases – Morsover (Death by Corporate Overview)
Symptoms: Palpitation of the audience, sleeping audience and, eventually, severe audience loss. Audience members doodle aimlessly, glance at watches or phones repeatedly, furtively use ...
Debilitating Demo Diseases – Momentus Morbi
Symptoms: Doing things the same way, over and over, without exploring new options or making improvements. Also referred to as being “a victim of ...
Debilitating Demo Diseases – Feature Pox, Vomitus Munera
Symptoms: Presentation of waaaaaaaay too many features and functions. Severe boredom, ennui, and sleeping may ensue in your prospects’ ranks. Other symptoms include prospects’ ...
Debilitating Demo Diseases – Demo Dyspnea
Symptoms: No pauses or breaks in the delivery, followed by shortness of breath, flushed face and, finally, passing out. (Fainting is often an outcome ...
Debilitating Demo Diseases – Crickets (Mors per Silentium)
Symptoms: The sound (or lack of sound) in the room after the presenter asks, “So, are there any questions so far?” Examples: Chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp…. Cure: ...
Debilitating Demo Diseases – Conjunctionitis
Symptoms: Chronic overuse of “and” and “or” in demos. Examples: “…and the next thing I want to show you is…” “…and another really cool ...