I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 (eleven!) tabs were explored, one after another after another after another after…
A Terrible Tabs Demo Death March Read More »
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 bit hungry and decide to have a bite…
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience Read More »
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
A Demo Horror Story – Snatching Defeat from the Jaws of Victory Read More »
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 – and we don’t want to pay for capabilities that we won’t use, so either remove those capabilities or cut the price…”
Stunningly Awful Demos – Buying It Back Read More »
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
Stunningly Awful Demos: Insufficient Customization Read More »
In which we identify a number of common challenges with “overview” demos – and offer solutions.
[Warning – graphic and potentially painful content ahead…!]
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. We recommend that you avoid doing these things!
Stunningly Awful Demos – The 2020 Great Demo! Top Ten List of What NOT to Do Read More »
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. We recommend that you avoid doing these things!
Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT to Do Read More »
How do we simultaneously encourage questions, yet make sure they don’t take us off track?
Stunningly Awful Demos – Lost in the Weeds Read More »
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