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 »
We continue the compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos.
Debilitating Demo Diseases – Additional Afflictions 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 »
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 »
If your organization’s POCs and evaluations are not as successful as you wish, consider using this list as an assessment tool. If these items sound too familiar then you may want to contemplate making some changes…
Stunningly Awful Software POCs and Evaluations – A Strategy of Hope? Read More »
Here’s the true story of how a demo directly resulted in the loss of $245,000 from an order. It’s also a stunning example of why not to show all those neat, cool features…
Too Complex – A True Demo Disaster Story Read More »
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