I was working with a vendor on an example demo and we identified a dashboard to serve as an Illustration (a “Wow!” screen for that use case) – but while the dashboard had all the right data elements, the data itself was uncompelling. There were no problems, gaps, or exceptions exhibited. Everything looked “OK”.
Demo Data: The Importance of Problems, Gaps, and Exceptions Read More »
In transactional sales processes, where orders are relatively small and cycle time is rapid, doing Discovery can be challenging – but is still critical!
Uniqueness – A Terrific Discovery Question for Highly Transactional Sales Read More »
When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change the prospect’s thinking.
Discovery Questioning Skills – Doctors vs. Lawyers Read More »
A number of Great Demo! practitioners note that many of their demos no longer consume the time previously allocated for their demos – they ask, “What should we do with the remaining time?”
What If Your Demo Meeting Ends Early? Give That Time Back…! Read More »
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts? Read More »
In Great Demo! Workshops we teach how turn to a firehose demo into a series of consumable “chunks”. Each chunk needs an introduction, body, and summary.
“Chunking” in Demos Read More »
Preparing and delivering demos should be perceived as a “team sport” when two or more people are involved on the vendor’s side. The days of “…and heeeeere’s my Demo Monkey…!” should thankfully be over (we hope!). But what are the right roles for sales and presales in demo preparation and presentation?
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”.
The Reverse Demo: Before I demo to you – why don’t you demo to me? Read More »
Prospect asks, “Can your software do xxx?”
Vendor replies, “Yes, absolutely.”
I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…! What’s missing? Asking, “Why?”
Doing Discovery – The Importance of “Why” Questions Read More »
The breakdown with persona-based demos is the lack of ability to fully connect the challenges your audience is having with the value your solution provides.
Your Persona Demo is Failing! Read More »
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