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The Dunning–Kruger Effect – and Demos
People often don’t know what they don’t know...
Stunningly Awful Demos – The 2020 Great Demo! Top Ten List of What NOT to Do
Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. ...
Using Analogies and Metaphors (and More) in Demos
Well-crafted analogies and metaphors1 help our audiences remember the key ideas we present in our demos. Some examples are very effective, others could be improved… ...
Software Demo Considerations for Customer Success Teams – Podcast
Yes, Great Demo! practices are equally important and applicable for folks in Customer Success.
Webinar Recording – The Perfect Presales Demo Environment – and Terrific New Tool
“Sorry, I don’t have an example like that in our demo system…” “No, we can’t show that workflow – this is a demo database…”
7 Thoughtful Habits for Web Meetings
Consider using face-to-face meeting practices as a model for web meetings.
The Million Dollar Demo and the Good Little Salesperson
Once upon a time, there was a software company, with a Good Little Salesperson.
Take Your Webcam Cover Off!
Let’s humanize the web communication experience – take your webcam cover off!
A Surprising Stance on Demos and Some Startling Data
By Steve Kraner, Guest Blogger Where does the demo fit in a software or SaaS sales cycle?
Does That Make Sense?
Should we be using this phrase in our demos and/or are there alternatives?
Thousands of Websites Offer “Book a Demo” – Should Another Option Be “Book a Conversation”?
Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live ...
Introducing “Great Connection!” – Dramatically Increase Interactivity Over Zoom/WebEx/GoToMeeting
These 90- to 120-minute sessions for small groups will have you connecting and driving interaction with your audiences effectively and confidently when using Zoom/WebEx/GoToMeeting and ...
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…