Consider the sum of an organization’s knowledge, know-how, tools, techniques, tips and success stories related to demonstrating one’s offerings. As with other types of capital, how can this best be captured, developed, and leveraged? How is it valued (how should it be valued)? And is what you have today sufficient?
Demo Capital – Underutilized, Undervalued and Often Insufficient Read More »
Stories can be one of the most effective mechanisms in demos to help your customers remember – and re-communicate – the use cases and value of your offerings.
Storytelling in Demos Read More »
Have you ever had a demo where multiple customer players wanted to see multiple solutions? Did you ever feel like the demo appeared complicated or confusing? Would you like a cleaner, more effective approach?
Surprisingly Successful Complex Situation Demos Read More »
What can we learn by analyzing 67,149 software demos? A great deal…!
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights Read More »
Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. We recommend that you avoid doing these things!
Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT to Do Read More »
A colleague once cynically commented, in response to a request for a “day-in-the-life” demo, “Give me a week and I can show you a day-in-the-life…” Very clever, but still painful! Day-in-the-life demos are challenging, so here are some Great Demo! principles you can apply to increase your success rates.
Disasters Neatly Averted – Dealing with Day-in-the-Life Demos Read More »
Regarding the role of sales in demos, here’s what NOT to do:
1. Nothing.
2. Way too much.
The Role of Sales in Great Demos Read More »
How do we simultaneously encourage questions, yet make sure they don’t take us off track?
Stunningly Awful Demos – Lost in the Weeds Read More »
What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business challenge is possible – and to enable a Discovery conversation to take place.
Vision Generation Demos Read More »
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