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 could we possibly learn from the realm of restaurants and food that we can apply to the wonderful world of demos? Much more than that one might guess!
Surprisingly Delectable Demos – Delightful Dining Analogies 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 »
Have you ever been in a situation where:
a. You find yourself in front of an audience about which you know nothing of their needs or interests – and they’ve been promised a demo…
b. You are asked to join a web session, right now, and the sales person says, “They asked to see a demo…” (again, you have zero information about the customer)…
c. Someone walks up to you at a trade-show booth and says, “What do you guys do?” or “Show me a demo…”
Are you interested in a delightful self-rescue technique for situations like these?
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique Read More »
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 are the challenges of presenting SaaS offerings vs. “traditional” or “on-premise” software products? SaaS demos present specific opportunities for disaster – several of which are outlined in this installment of Stunningly Awful Demos…
Stunningly Awful SaaS Demos – Lost in the Clouds Read More »
The (very) best practice for Remote Demos is to split your forces…
Remote Demos – the Role of the “Active Conduit” Read More »
If you are a Demo Expert, you should be consciously uncomfortable. You should always be alert to find ways to improve your practice.
Are You a Demo Expert? – Why Experts Should Feel Uncomfortable Read More »
How do you know you are doing a good/adequate/terrific job if you don’t measure your results?
Demo Skills Assessment – (Why) Do It Now Read More »
Does your organization have a “Sales Prevention Team” – people or processes that lengthen sales cycles and lose deals? Here are a few true examples of Stunningly Awful Sales Prevention Demos for your shock, horror, and amusement…
Stunningly Awful Sales Prevention Demos Read More »
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