You’ve just started your demo when someone asks a question about your system’s login security, so you take a few minutes to answer their
Demo Don’t #7 Let Questions Drive You into the Weeds: “But what about…?” Read More »
Many folks now echo the guidance that the Great Demo! team has been teaching for years BUT: They don’t know the details! They trumpet
Do the Last Thing First – Begin with the End: Why, What, When, and How? Read More »
Ignore the fact that the VP in the room only wants a top-level summary of your offering and that the managers are only interested
Want to make your software appear as confusing and complicated as possible? Want more ways to bore and torture your audience? Want to help
You’d planned on two hours with your prospect when you set up the meeting a week ago. Is there any reason this might have
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery
“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” – Head of Sales of an extraordinarily
Thursday Webinar: Seven Levels of Stunningly Successful Discovery Read More »
Make Number 2 (“Present a Long, Linear Demo That Saves the Best for Last” from last week) even worse by starting with twenty minutes
Demo Don’t #3 Start with a Corporate Overview: “Death by Corporate Overview…” Read More »
Have you ever been watching someone else’s demo and after a few minutes you start wondering, “Where is this going…?” You can ensure the
Offer and deliver a demo hoping that your prospect will see something of interest, eventually. Also known as “Living in the Land of Hope,”
Demo Don’t #1 Be unclear about your Prospect’s Needs: “The Harbor Tour.” Read More »
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