This is a critical time for presales folks to leverage their trusted advisor status to lead and guide our customers in operating and communicating over the web. Let’s step up to this challenge!
COVID-19, Presales, and Leadership Read More »
Traditional-average demos – and traditional-average demo delivery – are simply insufficient today! We introduced seven habits that correspond to (rather dramatic) increases in demonstration success and discussed how to coach your team or yourself to master these habits.
How many web demos and presentations start with, “Can you see my screen?” – following by nothing but the presenter talking and clicking?
Ask yourself, what do you do? Are your audiences engaged?
When you ask your audience, “Any questions so far?” how often do you hear “Nope, we’re good…” or the chirp-chirp of crickets in an empty room?
Want a horror story?
I’ll give you a teaser: The punchline is, “Nope, I’m good…”
Great Demo! Remote Demos Best Practices Read More »
Some folks start making changes right away. Others watch to see how it goes with their peers. And (sadly) a few ignore the investment completely…
Stunningly Successful Great Demo! Implementation – A Practitioner’s Perspective Read More »
The wonderful thing about “toolkit” software offerings is that they can do so many things – the challenge is that the customer often doesn’t know what’s possible – they have no vision of a solution…
A Story of LEGOs and Demos Read More »
Have you ever wondered what the best time of day is to perform a demo…
When is the Right Time to Demo? Read More »
For the clueless, not a thing. But for those who are awake and aware, better demos are exceptionally valuable…
What’s the Value of Better Demos Read More »
This article was specifically written for:
– Presales managers and mentors (guidance on implementation and coaching your team)
– Presales individual contributors (read the article as if you were coaching yourself)
– Anyone contemplating implementing a sales or presales methodology (especially senior management)
Stunningly Successful Methodology Implementation – Best (and Worst) Practices Read More »
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
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