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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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Growth & Development
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.
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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 Demo Team Practices – Where 1 + 1 = 0
Here’s a collection of torturous team tactics, awful errors and faulty communications you can follow to increase the likelihood that your team’s demos will fail. We recommend that you avoid doing these things!
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Stunningly Awful Demos – Debilitating Demo Diseases
Here is a compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos. We identify the major symptoms for each disorder, provide one or more examples to aid in diagnosis, and suggest steps to a cure for each.
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Why Don’t They “Get It” – Are They Stupid Or What?
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um, hmmm, looks interesting; we’ll get back to you later…” (and you never hear from them again)?
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Attention Retention and Demos
When does your audience pay the most attention in your demos? At the beginning? In the middle? At the end? When do they pay the least attention…? And what do they really remember from your demos?
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Stunningly Awful Demo Situations – The Horror of Scripted Demos
What can be done to increase success rates when dealing with scripted demo situations? Here are few ideas that may yield improvements in your close rate…
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The Meaningless-Filler Gratuitous-Phrases Vocabulary List
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
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