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 »
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!
Stunningly Awful Demo Team Practices – Where 1 + 1 = 0 Read More »
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.
Stunningly Awful Demos – Debilitating Demo Diseases Read More »
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)?
Why Don’t They “Get It” – Are They Stupid Or What? Read More »
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?
Attention Retention and Demos Read More »
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…
Stunningly Awful Demo Situations – The Horror of Scripted Demos Read More »
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
The Meaningless-Filler Gratuitous-Phrases Vocabulary List Read More »
What might be the single most important asset for your sales and marketing toolkit?
Four Opportunities to Harvest: The Value of Informal Success Stories Read More »
Here are a handful of practices to improve interactions (and lead generation) at trade-shows, conferences and expositions…
Trade-Show Best Practices Read More »
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