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The Sad Story of the Way Cool Tool

Once upon a time, our product manager and development team created a chemical drawing capability that enabled chemical structures to be generated with a ...
Communicate value with numbers

The Magic of Numbers in Communicating Value

The Magic of Numbers in Communicating Value A Never Stop Learning! Article “Measure what is measurable, and make measurable what is not so.” – ...

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 ...

Demo Jockeys Interview Part 2 – Doing Discovery

I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 2 of ...

Discovery Do: Prospects WANT to Be Discovered…

Prospects with complex problems want to be discovered, but they are cautious. It’s like to going to see a doctor about a problem: You ...

Sales and Presales New Hire Interview Process Remarkable Change – A Test for Discovery Skills

We realized that our traditional interview process for sales and presales staff was seriously flawed: It had a very strong bias towards hiring people ...

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 ...

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 ...

Discovery and Demo Don’t: “Your Current Solution”

I frequently hear vendors talk about “your current solution” in discovery conversations and demos with prospects. Using the word “solution” implies that the problem ...
STUNNINGLY AWFUL DEMO

Stunningly Awful Demos – Two Words to Avoid

Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry ...

Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!)

I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our ...

Demo Jockeys Interview – Doing Discovery

I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 1 of ...

Demo Don’t: Do Discovery and Ignore It in the Demo

It’s hard to believe this would ever happen and yet it does, far too frequently! Imagine sitting down in a restaurant and exploring the ...

An Occasional Daily Quote

“Listening to other companies’ customers is the best way to gain market share, while listening to the visionaries is the best way to create ...

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 ...

Demo Don’t: “It’s Slow Today Because…”

How many times have you heard a vendor say in a demo, “It’s slow today because…”? Each time a vendor utters that phrase, they ...

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 ...
attention retention curves in demos

Leveraging Attention-Retention Curves in Demos

Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning? ...

An Occasional Daily Quote

“I am the world’s worst salesman, therefore, I must make it easy for people to buy.” – F. W. Woolworth

Amplify Presales’ Voice!

For years, many presales leaders, managers, and staff have lamented their comparative lack of a substantial “voice” in discussions of sales opportunities, particularly in ...

An Occasional Daily Quote

“If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and ...

What Is a “Happy Ears” Score?

What Is a “Happy Ears” Score? It’s the difference between an inexperienced salesperson’s assessment of an opportunity vs a veteran presales’ perspective!

Browser Full Screen Mode: A Really Simple, Really Effective Demo Best Practice

I can’t tell you how many folks presenting demos forget (or don’t know) to enter full screen mode for browser-accessed applications. Instead of viewing only ...

An Occasional Daily Quote

“It is better to ask some of the questions than to know all of the answers.”   – James Thurber

Is This Important?

In demos, how many times can you say, “Now, this is important!” before nothing is? I was watching a recorded demo from a customer ...
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