I both love and hate doing demonstrations at trade shows. They are wonderful because of the opportunity to interact with so many customers. They are terrible when you consider how many of those customer interactions, and demos, are unqualified and unproductive.
Trade-Show Demonstrations – Using the “Menu Approach” 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?”
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.”
Stunningly Awful Demos – Insufficient Discovery Read More »
What might be the single most important asset for your sales and marketing toolkit?
Four Opportunities to Harvest: The Value of Informal Success Stories Read More »
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