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Automated Demos: Garbage In, Amplified Garbage Out?
Too many automated demos are uncompelling and ineffective. Why? If you’re just presenting features, your automated demos will fail. When you create automated ...
Automated Demos Leveraging AI: Webinar Tomorrow
I’ll be joining the fine folks at PuppyDog.io for this exploration of proven practices and cutting-edge technology: Wednesday November 13 at 9:00 AM Pacific ...
Automated Demos Don’t: Garbage In, Amplified Garbage Out!
When you create automated demos, consider the following: If your current live demos aren’t driving conversations, your automated versions of these will be equally ...
Automated Demos Do: Get to the Point!
I just watched a website-hosted automated demo and was appalled at what I saw! The demo is designed to highlight the capabilities of the ...
Automated Demos Best Practices: Specific Guidance!
“If you automate garbage demos, you’re just sending out lots of garbage!“ It is not simply about presenting a clickstream or a choose-your-own-adventure pathway. ...
Automated Demo Content – Getting It Right
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Getting It Right
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own ...
Automated Demo Content – Webinar Recording
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Auto-Demo Hell
We’ve all experienced some sort of software demo hell, either as a member of the audience, or, more painfully, as the presenter. But the days ...
Attention Retention and Demos
When does your audience pay the most attention in your demos? At the beginning? In the middle? At the end? When do they pay the ...
Assessing Discovery Skill Levels: Levels 2 and 3
Let’s go a bit deeper to… Level 2 When doing discovery, if you or your colleagues simply uncover “Pain” and go no further, then ...
Assessing Discovery Skill Levels: Level 5!
This element of discovery results in deal expansion: Level 5 is all about Vision Reengineering. Prospects don’t know what they don’t know…! Frequently, prospects ...
Assessing Discovery Skill Levels: Level 4!
What do most vendors miss when doing discovery? Uncovering value! And without capturing and communicating tangible value, you really can’t call it discovery. ...
Assessing Discovery Skill Levels: How Do You Rate?
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Are you? Here’s a simple method to assess yourself ...
Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…)
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven ...
Assessing Discovery Skill Levels – How Do You Rate?
Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job ...
Assessing Demonstration Skills Levels – The Complete Article!
What’s in this article for you? Assess yourself and your team Ten levels of demonstration skills Exploration of each level’s characteristics Measurements for achieving ...
Assessing Demonstration Skills Levels – Level 2
What’s important about +1, +49, +44, +33, +91, etc.? Customizes Based on Prospect’s Geo/Market/Industry The first small step towards customizing demos to meet prospects’ ...
Assessing Demonstration Skills – Level 3 – Incorporating Discovery!
Wait, what? You want discovery information before presenting the demo? Yes, please! Level 3: Customizes Based on Discovery Information Uncovered This requires three steps ...
Assessing Demonstration Skill Levels – How Does Your Team Rate?
Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you and ...
Ass-u-me – A Short-cut Discovery Tragedy!
Not long ago, I was working with a high-level champion who had purchased and enjoyed our product at his previous company and wanted to ...
As a Prospect, Suffering Through a Typical Discovery Call Is Like…
Filling out a paper intake form at a hospital while you are bleeding profusely and in pain! Taking your ailing auto to a bad ...
Arithmancy: The Magic of Numbers!
How a Little Goes a Long Way: 3 Minutes Equals $24 Million Some years ago, there was an explosion of interest in electronic health ...
Are Your Automated Demos Hurting You? Bad News!
If you automate garbage demos, you’re just sending out lots of garbage! Over the past several months I’ve reviewed dozens of automated demos and ...
Are Your Automated Demos Hurting You? Bad News!
If you automate garbage demos, you’re just sending out lots of garbage! I just returned from DemoFEST West where there was a lot of ...
Are You Telling Stories or Just Reciting Facts?
What’s the difference? Great stories get remembered and retold; Facts, on their own, just fade away and disappear! I first heard this ...
Are You in Software Presales or Sales? We Need Your Insights!
The fine folks at Saleo are running an important survey of sales and presales demo practices: Please provide your input! Here’s their description: “We’re ...