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Debilitating Demo Diseases – Additional Afflictions

We continue the compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos.

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 ...

More Auto-Demo Hell – A “Customized” Recorded Demo?

Should or could a recorded or canned demo be “customized”? Interesting and tough challenge…!

Why Don’t They “Get It” – Are They Stupid Or What?

Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect ...

Transition Vision – A Competitive Differentiator

Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over ...

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 ...

Stunningly Awful Demo Situations – The Horror of Scripted Demos

What can be done to increase success rates when dealing with scripted demo situations? Here are few ideas that may yield improvements in your close ...

The Meaningless-Filler Gratuitous-Phrases Vocabulary List

Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?

Four Opportunities to Harvest: The Value of Informal Success Stories

What might be the single most important asset for your sales and marketing toolkit?

Stunningly Awful Software POCs and Evaluations – A Strategy of Hope?

If your organization’s POCs and evaluations are not as successful as you wish, consider using this list as an assessment tool. If these items sound ...