“Help me understand how to handle customer objections…”
“My team needs to learn how to handle objections…”
What’s wrong with these requests?
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome Read More »
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. When done poorly, differentiation can be stunningly awful; when done well it can be truly terrific!
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How Read More »
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 that one might guess!
Surprisingly Delectable Demos – Delightful Dining Analogies Read More »
What can you do to differentiate from your competition and increase your chances for success?
Competitive Demo Situations – Biasing Towards Your Strengths Read More »
Have you ever been in a situation where:
a. You find yourself in front of an audience about which you know nothing of their needs or interests – and they’ve been promised a demo…
b. You are asked to join a web session, right now, and the sales person says, “They asked to see a demo…” (again, you have zero information about the customer)…
c. Someone walks up to you at a trade-show booth and says, “What do you guys do?” or “Show me a demo…”
Are you interested in a delightful self-rescue technique for situations like these?
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique Read More »
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 are outlined in this installment of Stunningly Awful Demos…
Stunningly Awful SaaS Demos – Lost in the Clouds Read More »
The (very) best practice for Remote Demos is to split your forces…
Remote Demos – the Role of the “Active Conduit” Read More »
If you are a Demo Expert, you should be consciously uncomfortable. You should always be alert to find ways to improve your practice.
Are You a Demo Expert? – Why Experts Should Feel Uncomfortable Read More »
The name of the game in remote demonstrations is interactivity! This article provides ideas on how to take your stimulating personality, squeeze it through that internet connection, reach out and bring your audience back to you – using your voice, the tools in the software, and a few tips and tricks.
Remote Demonstrations – What Can We Do Better? Read More »
The result? Audiences are bored, frustrated and often leave mid-way through, causing sales teams to exclaim, “Wait – don’t leave! We haven’t gotten to the really good stuff yet!” Why has this happened and what can we do?
Stunningly Awful Demo Evolution – Have You Ever Seen Demos Get Shorter? Read More »
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