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Competitive Demo Situations – Biasing Towards Your Strengths
What can you do to differentiate from your competition and increase your chances for success?
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Great Demo! Resources
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
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?
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Stunningly Awful Demos – Insufficient Discovery
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.”
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Stunningly Awful SaaS Demos – Lost in the Clouds
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…
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Remote Demos – the Role of the “Active Conduit”
The (very) best practice for Remote Demos is to split your forces…
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Are You a Demo Expert? – Why Experts Should Feel Uncomfortable
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 »
Demo Skills Assessment – (Why) Do It Now
How do you know you are doing a good/adequate/terrific job if you don’t measure your results?
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Stunningly Awful Sales Prevention Demos
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…
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Remote Demonstrations – What Can We Do Better?
The name of the game in remote demonstrations is interactivity! This article provides ideas on how to take your stimulating personality, squeeze it through that internet connection, reach out and bring your audience back to you – using your voice, the tools in the software, and a few tips and tricks.
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Stunningly Awful Demo Evolution – Have You Ever Seen Demos Get Shorter?
The result? Audiences are bored, frustrated and often leave mid-way through, causing sales teams to exclaim, “Wait – don’t leave! We haven’t gotten to the really good stuff yet!” Why has this happened and what can we do?
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