A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in Workshops and communications is “Peel Back the Layers”. They asked, “Why the change?”
Do It Again? Great Demo! Methodology Evolution Read More »
Contemplate including a Great Demo! Seminar to stimulate thinking and begin the process of change, or schedule a Great Demo! Workshop to train the team.
SKO Planning – Great Demo! Sessions 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 »
We’ve had a number of requests for various webinar topics – let us know which are of most interest to you…!
Great Demo! Webinar Topics – Poll Read More »
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. But how do we convince prospects to make this change?
“Our job is to make you fabulously successful…!” proclaims a senior presales leader to her sales counterparts. But how do we make this a win-win-win scenario for sales, presales, and customers?
Webinar Recording: Fabulously Successful Presales/Sales Partnering Principles Read More »
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
You’ve invited a large number of friends and colleagues over for a dinner party – how do you prepare? The process the Party Planner follows and questions asked provide a surprisingly good example for doing discovery in a software sales process.
A Dinner Party as an Analogy for Discovery Read More »
This 30 min. podcast features:
– The experience and epiphany that led to the Great Demo! methodology (a rather provocative story!);
– Some key ideas for a “Perfect Demo Environment”;
– And a discussion of why many demos fail (and how to avoid), plus a few Great Demo! fundamentals, including an good example of “Do the Last Thing First”.
Demo Diaries: Ep 034 Podcast “As A Vendor, Who Is The Demo About, You or Your Client” Read More »
Intriguingly, in spite of job titles that include Solutions Consultant, Solutions Architect, and Solutions Engineer, there is little discussion of the associated skill of solutioning and its impact on a broad range of other presales activities.
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