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Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at at Distance
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Growth & Development
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights
What can we learn by analyzing 67,149 software demos? A great deal…!
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Stunningly Awful Demo Phrases
Here are a handful of phrases that we often hear from software vendors in demo meetings, followed by what the customer thinks in response…
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Stunningly Awful On-Boarding Demos – The Trouble Begins
“Learn the demo…” the group of newly hired presales folks are told, “and when you think you’re ready, we’ll have you present the demo back to us. If you do well, you’ll be certified and ready to start presenting to customers.” What’s wrong with this picture?
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Stunningly Awful Demo Communication – Unencrispening the Demo
Here are a few areas where we can likely improve our verbal delivery in demos…
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Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome
“Help me understand how to handle customer objections…”
“My team needs to learn how to handle objections…”
What’s wrong with these requests?
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Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How
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!
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Surprisingly Delectable Demos – Delightful Dining Analogies
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!
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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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Remote Demos – the Role of the “Active Conduit”
The (very) best practice for Remote Demos is to split your forces…
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