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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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Marketing Topics
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where:
a. You find yourself in front of an audience about which you know nothing of their needs or interests – and they’ve been promised a demo…
b. You are asked to join a web session, right now, and the sales person says, “They asked to see a demo…” (again, you have zero information about the customer)…
c. Someone walks up to you at a trade-show booth and says, “What do you guys do?” or “Show me a demo…”
Are you interested in a delightful self-rescue technique for situations like these?
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Stunningly Awful SaaS Demos – Lost in the Clouds
What are the challenges of presenting SaaS offerings vs. “traditional” or “on-premise” software products? SaaS demos present specific opportunities for disaster – several of which are outlined in this installment of Stunningly Awful Demos…
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Remote Demos – the Role of the “Active Conduit”
The (very) best practice for Remote Demos is to split your forces…
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Stunningly Awful Demo Evolution – Have You Ever Seen Demos Get Shorter?
The result? Audiences are bored, frustrated and often leave mid-way through, causing sales teams to exclaim, “Wait – don’t leave! We haven’t gotten to the really good stuff yet!” Why has this happened and what can we do?
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Auto-Demo Hell
We’ve all experienced some sort of software demo hell, either as a member of the audience, or, more painfully, as the presenter. But the days of live demo hell are slowly beginning to disappear. Presenters are more savvy and strategic in how and what they present, and as a result audiences are being spared the torture. But unfortunately, we are now entering the era of auto-demo hell.
More Auto-Demo Hell – A “Customized” Recorded Demo?
Should or could a recorded or canned demo be “customized”? Interesting and tough challenge…!
More Auto-Demo Hell – A “Customized” Recorded Demo? 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.
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Attention Retention and Demos
When does your audience pay the most attention in your demos? At the beginning? In the middle? At the end? When do they pay the least attention…? And what do they really remember from your demos?
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