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Suspending Disbelief – Book Prerelease – Are These Stories Any Good?
I’m working on a new book, Suspending Disbelief: A Collection of Sales and Presales Stories (and Lessons Learned). It’s intended to be entertaining and ...
Suspending Disbelief – Are These Stories Any Good?
A lot of folks say yes! “Every one of these bonbons of wisdom were educational and entertaining at the same time” “They are amusing! ...
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 ...
Surprisingly Distracting Webcam Backgrounds
I was watching a webinar and noticed something surprisingly distracting… Here’s a screenshot: what happens when your eyes scan the video panes?
Surprisingly Delectable Demos – Delightful Dining Analogies
What could we possibly learn from the realm of restaurants and food that we can apply to the wonderful world of demos? Much more than ...
Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters – and Its Impact on Presales, Sales and Customer Success
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
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…
Stunningly Awful Web “Overview” Demos – The Gruesome Anatomy of a Traditional 1-Hour Web Overview Demonstration – And Some Solutions
In which we identify a number of common challenges with “overview” demos – and offer solutions. [Warning – graphic and potentially painful content ahead…!]
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How
Competitive Differentiation: vendors want to differentiate, vendors try to differentiate, but most vendors fail to meaningfully and successfully differentiate, in the opinion of their customers. ...
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 ...
Stunningly Awful Sales Tactics – The Future-Sales Prevention Team Or The Curse of the Hunter-Farmer Model
re your sales teams traditional, better than average, or truly great? Contemplate the following (ugly) scenario...
Stunningly Awful Sales Prevention Demos
Does your organization have a “Sales Prevention Team” – people or processes that lengthen sales cycles and lose deals? Here are a few true examples ...
Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!
Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears ...
Stunningly Awful SaaS Demos – Lost in the Clouds
What are the challenges of presenting SaaS offerings vs. “traditional” or “on-premise” software products? SaaS demos present specific opportunities for disaster – several of which ...
Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at at Distance
Would you like a horror story?
Stunningly Awful On-Boarding Demos – The Trouble Begins
“Learn the demo…” the group of newly hired presales folks are told, “and when you think you’re ready, we’ll have you present the demo back ...
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts!
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of ...
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience
As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos. Imagine that you and four colleagues are a ...
Stunningly Awful Demos: Waaay Out of Alignment
I’m often surprised at how traditional demos are organized – they seem to focus on the least important items for the target audience.
Stunningly Awful Demos: Insufficient Customization
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
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 ...
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode
Or How to Make Your Software Look Complicated, Confusing, Overwhelming, and Expensive Or How Setup Mode Is Destroying Your Demos! A Never Stop Learning! ...
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. ...
Stunningly Awful Demos – Debilitating Demo Diseases
Here is a compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos. We identify the ...
Stunningly Awful Demos – Buying It Back
Have you ever been in a situation where your prospect said, “In your demo, you showed us a bunch of stuff that we’ll never use ...