A number of Great Demo! practitioners note that many of their demos no longer consume the time previously allocated for their demos – they ask, “What should we do with the remaining time?”
What If Your Demo Meeting Ends Early? Give That Time Back…! Read More »
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts? Read More »
In Great Demo! Workshops we teach how turn to a firehose demo into a series of consumable “chunks”. Each chunk needs an introduction, body, and summary.
“Chunking” in Demos Read More »
Preparing and delivering demos should be perceived as a “team sport” when two or more people are involved on the vendor’s side. The days of “…and heeeeere’s my Demo Monkey…!” should thankfully be over (we hope!). But what are the right roles for sales and presales in demo preparation and presentation?
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”.
The Reverse Demo: Before I demo to you – why don’t you demo to me? Read More »
Prospect asks, “Can your software do xxx?”
Vendor replies, “Yes, absolutely.”
I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…! What’s missing? Asking, “Why?”
Doing Discovery – The Importance of “Why” Questions Read More »
The breakdown with persona-based demos is the lack of ability to fully connect the challenges your audience is having with the value your solution provides.
Your Persona Demo is Failing! Read More »
Want a terrific way to ensure that your SKO participants remember the key take-aways?
SKOs and “Swipes” – Making Remembering Memorable! Read More »
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting to collect data on the following scenarios:
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos? Read More »
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