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COVID-19, Presales, and Leadership
This is a critical time for presales folks to leverage their trusted advisor status to lead and guide our customers in operating and communicating over ...
“Getting to Great: Coaching for 7 Habits for Stunningly Successful Demos” – Webinar Recordings
Traditional-average demos – and traditional-average demo delivery – are simply insufficient today! We introduced seven habits that correspond to (rather dramatic) increases in demonstration success ...
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 ...
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, ...
Webinar Recording – What is Presales Series: Presales Is the Secret to Shorter Sales Cycles
Buyers want experts. In today’s world of product-led sales there has never been a bigger opportunity or risk in leveraging the presales team. The companies ...
Coronavirus and Remote Demos
With the growing concerns about the COVID-19 coronavirus, organizations are cancelling large gatherings and working reduce exposure for employees, third parties and customers. Accordingly, there ...
Dealing with “Just Show Me A Demo” – Here Are 5 (Gentle but Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive Discovery conversation. ...
Seven Habits for Stunningly Successful Demos
Here are seven demo success factors that lead to closed business.
Great Demo! Remote Demos Best Practices
Want a horror story? I’ll give you a teaser: The punchline is, “Nope, I’m good…”
Stunningly Successful Great Demo! Implementation – A Practitioner’s Perspective
Some folks start making changes right away. Others watch to see how it goes with their peers. And (sadly) a few ignore the investment completely…
A Perfect Demo Environment…
In your demos, how often do you find you are apologizing for an inability to demonstrate capabilities, complete workflows, or present compelling results and reports? ...
A Story of LEGOs and Demos
The wonderful thing about “toolkit” software offerings is that they can do so many things – the challenge is that the customer often doesn’t know ...
When is the Right Time to Demo?
Have you ever wondered what the best time of day is to perform a demo…
What’s the Value of Better Demos
For the clueless, not a thing. But for those who are awake and aware, better demos are exceptionally valuable…
Trade-Show Demonstrations – Using the “Menu Approach”
I both love and hate doing demonstrations at trade shows. They are wonderful because of the opportunity to interact with so many customers. They are ...
Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into ...
Achieving Success with Web-based Software Demonstrations
The name of the game in remote demonstrations is interactivity! Your ability to attract and compel your audience’s attention is your recipe for success.
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, ...
Storytelling in Demos
Stories can be one of the most effective mechanisms in demos to help your customers remember – and re-communicate – the use cases and value ...
Surprisingly Successful Complex Situation Demos
Have you ever had a demo where multiple customer players wanted to see multiple solutions? Did you ever feel like the demo appeared complicated or ...
Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at at Distance
Would you like a horror story?
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights
What can we learn by analyzing 67,149 software demos? A great deal…!
Disasters Neatly Averted – Dealing with Day-in-the-Life Demos
A colleague once cynically commented, in response to a request for a “day-in-the-life” demo, “Give me a week and I can show you a day-in-the-life…” ...
Stunningly Awful Demos – Lost in the Weeds
How do we simultaneously encourage questions, yet make sure they don’t take us off track?
Vision Generation Demos
What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business ...