What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business challenge is possible – and to enable a Discovery conversation to take place.
Vision Generation Demos Read More »
I’m often surprised at how traditional demos are organized – they seem to focus on the least important items for the target audience.
Stunningly Awful Demos: Waaay Out of Alignment 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…
Here are a few areas where we can likely improve our verbal delivery in demos…
Stunningly Awful Demo Communication – Unencrispening the Demo Read More »
Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears to be apathetic. Bad news!
“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 »
EN EN 
ES
