Seven Habits for Stunningly Successful Demos
Here are seven demo success factors that lead to closed business.
Justifying Training
Stunningly Successful Methodology Implementation – Best (and Worst) Practices
This article was specifically written for:
– Presales managers and mentors (guidance on implementation and coaching your team)
– Presales individual contributors (read the article as if you were coaching yourself)
– Anyone contemplating implementing a sales or presales methodology (especially senior management)
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights
What can we learn by analyzing 67,149 software demos? A great deal…!
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!
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.
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?
Stunningly Awful Sales Tactics – The Future-Sales Prevention Team Or The Curse of the Hunter-Farmer Model
re your sales teams traditional, better than average, or truly great? Contemplate the following (ugly) scenario…
Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!
Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears to be apathetic. Bad news!
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How
Competitive Differentiation: vendors want to differentiate, vendors try to differentiate, but most vendors fail to meaningfully and successfully differentiate, in the opinion of their customers. When done poorly, differentiation can be stunningly awful; when done well it can be truly terrific!
Competitive Demo Situations – Biasing Towards Your Strengths
What can you do to differentiate from your competition and increase your chances for success?