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Competitive Demo Situations – Biasing Towards Your Strengths
What can you do to differentiate from your competition and increase your chances for success?
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“Stunningly Awful Demo” Series
Stunningly Awful Demos – Insufficient Discovery
Imagine walking into a doctor’s office and, before you can open your mouth, the doctor immediately writes prescriptions for a broad range of drugs… The doctor then says, “Let me know if any of these drugs seem to help address any problems you have.”
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Stunningly Awful SaaS Demos – Lost in the Clouds
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…
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Stunningly Awful Sales Prevention Demos
Does your organization have a “Sales Prevention Team” – people or processes that lengthen sales cycles and lose deals? Here are a few true examples of Stunningly Awful Sales Prevention Demos for your shock, horror, and amusement…
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Stunningly Awful Demo Evolution – Have You Ever Seen Demos Get Shorter?
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?
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Stunningly Awful Demo Team Practices – Where 1 + 1 = 0
Here’s a collection of torturous team tactics, awful errors and faulty communications you can follow to increase the likelihood that your team’s demos will fail. We recommend that you avoid doing these things!
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Stunningly Awful Demos – Debilitating Demo Diseases
Here is a compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos. We identify the major symptoms for each disorder, provide one or more examples to aid in diagnosis, and suggest steps to a cure for each.
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Debilitating Demo Diseases – Additional Afflictions
We continue the compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos.
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Stunningly Awful Demo Situations – The Horror of Scripted Demos
What can be done to increase success rates when dealing with scripted demo situations? Here are few ideas that may yield improvements in your close rate…
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The Meaningless-Filler Gratuitous-Phrases Vocabulary List
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
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