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Your Persona Demo is Failing!
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 »
Advanced Topics
SKOs and “Swipes” – Making Remembering Memorable!
Want a terrific way to ensure that your SKO participants remember the key take-aways?
SKOs and “Swipes” – Making Remembering Memorable! Read More »
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!
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos?
Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting to collect data on the following scenarios:
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos? Read More »
“Thank You for Your Time…” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a customer, often adding “I know your time is valuable…” This is courteous, but positions the vendor beneath the customer, in terms of relative importance.
“Thank You for Your Time…” Alternative Read More »
Demo-Ready Lead?
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many of you have generated a clear definition of a “Demo-Ready Lead”?
Podcast Recording: A Perfect Demo Environment
How do you suspend disbelief?
Podcast Recording: A Perfect Demo Environment Read More »
Use Chat for Your Demo Questions “Parking Lot” in Zoom (and Possibly WebEx and GoToMeeting)
In addition to the possibility of using a Word or Google document as a “parking lot” for managing questions in your web-delivered demonstrations, another elegant option is to use the Chat dialog…
Expansion and Renewal Demos
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
Expansion and Renewal Demos Read More »
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business?
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business? Read More »