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The Million Dollar Demo and the Good Little Salesperson
Once upon a time, there was a software company, with a Good Little Salesperson.
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Humor With a Bite!
Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT to Do
Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. We recommend that you avoid doing these things!
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Stunningly Awful Demos – Lost in the Weeds
How do we simultaneously encourage questions, yet make sure they don’t take us off track?
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Stunningly Awful Demos: Waaay Out of Alignment
I’m often surprised at how traditional demos are organized – they seem to focus on the least important items for the target audience.
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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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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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Stunningly Awful Demos – Insufficient Discovery
Imagine walking into a doctor’s office and, before you can open your mouth, the doctor immediately writes prescriptions for a broad range of drugs… The doctor then says, “Let me know if any of these drugs seem to help address any problems you have.”
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