The name of the game in remote demonstrations is interactivity! Your ability to attract and compel your audience’s attention is your recipe for success.
Achieving Success with Web-based Software Demonstrations Read More »
Consider the sum of an organization’s knowledge, know-how, tools, techniques, tips and success stories related to demonstrating one’s offerings. As with other types of capital, how can this best be captured, developed, and leveraged? How is it valued (how should it be valued)? And is what you have today sufficient?
Demo Capital – Underutilized, Undervalued and Often Insufficient Read More »
Stories can be one of the most effective mechanisms in demos to help your customers remember – and re-communicate – the use cases and value of your offerings.
Storytelling in Demos Read More »
What can we learn by analyzing 67,149 software demos? A great deal…!
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights Read More »
A colleague once cynically commented, in response to a request for a “day-in-the-life” demo, “Give me a week and I can show you a day-in-the-life…” Very clever, but still painful! Day-in-the-life demos are challenging, so here are some Great Demo! principles you can apply to increase your success rates.
Disasters Neatly Averted – Dealing with Day-in-the-Life Demos Read More »
Regarding the role of sales in demos, here’s what NOT to do:
1. Nothing.
2. Way too much.
The Role of Sales in Great Demos Read More »
Here are a handful of phrases that we often hear from software vendors in demo meetings, followed by what the customer thinks in response…
Stunningly Awful Demo Phrases Read More »
“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 to us. If you do well, you’ll be certified and ready to start presenting to customers.” What’s wrong with this picture?
Stunningly Awful On-Boarding Demos – The Trouble Begins Read More »
re your sales teams traditional, better than average, or truly great? Contemplate the following (ugly) scenario…
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