Humor With a Bite!

Symptoms: Automated demos lack context, relevance, and rationale. Patient assumes that all prospects have the same problem, the same challenges, and the same objectives.

Symptoms: Demo begins by introducing Mike the Manager, Eunice the End-User, Veronica the VP, Andrew in Accounting, Sally the Sales Director, and Ike from

Symptoms: Presenter follows the approved but rigid demo script, regardless of the needs or interest of the prospect. Can be difficult to determine if

Symptoms: Prescience. Answering questions before your prospect can get their full question out of their month because you’ve heard them all hundreds of times

Symptoms: The sound (or lack of sound) in the room after the presenter asks, “So, are there any questions so far?” Examples: Chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp…. Cure:

Symptoms: Doing things the same way, over and over, without exploring new options or making improvements. Also referred to as being “a victim of

Symptoms: Presenter exhaustively (and exhaustingly) presents the contents of each tab in a row of tabs, one after another after another after another… Audience

Symptoms: Presentation of waaaaaaaay too many features and functions. Severe boredom, ennui, and sleeping may ensue in your prospects’ ranks. Other symptoms include prospects’

Symptoms: [Generally experienced in face-to-face demos, but virtual demos are not immune] Sales rep sitting in the back of the room completely focused on

Symptoms: No pauses or breaks in the delivery, followed by shortness of breath, flushed face and, finally, passing out. (Fainting is often an outcome