With the growing concerns about the COVID-19 coronavirus, organizations are cancelling large gatherings and working reduce exposure for employees, third parties and customers.
Accordingly, there will likely be a sharp rise in the use of web-delivered demos (via Zoom, WebEx, GoToMeeting, etc.).
To help you make your Remote Demos as effective as possible, here are a number of terrific resources:
Coronavirus and Remote Demos Read More »
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
re your sales teams traditional, better than average, or truly great? Contemplate the following (ugly) scenario…
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 can you do to differentiate from your competition and increase your chances for success?
Competitive Demo Situations – Biasing Towards Your Strengths Read More »
The (very) best practice for Remote Demos is to split your forces…
Remote Demos – the Role of the “Active Conduit” Read More »
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over vendors who do not. In competitive situations, if everything else is equal, a strong Transition Vision can make the difference between winning and losing the business.
Transition Vision – A Competitive Differentiator Read More »
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
The Meaningless-Filler Gratuitous-Phrases Vocabulary List Read More »
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