EN 
ES 
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 Demos: Waaay Out of Alignment Read More »
Justifying Training
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 On-Boarding Demos – The Trouble Begins Read More »
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!
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How Read More »
Competitive Demo Situations – Biasing Towards Your Strengths
What can you do to differentiate from your competition and increase your chances for success?
Competitive Demo Situations – Biasing Towards Your Strengths Read More »
Demo Skills Assessment – (Why) Do It Now
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 »
Stunningly Awful Sales Prevention Demos
Does your organization have a “Sales Prevention Team” – people or processes that lengthen sales cycles and lose deals? Here are a few true examples of Stunningly Awful Sales Prevention Demos for your shock, horror, and amusement…
Stunningly Awful Sales Prevention Demos Read More »
Why Don’t They “Get It” – Are They Stupid Or What?
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 »
Transition Vision – A Competitive Differentiator
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over vendors who do not. In competitive situations, if everything else is equal, a strong Transition Vision can make the difference between winning and losing the business.
Transition Vision – A Competitive Differentiator Read More »