Some folks start making changes right away. Others watch to see how it goes with their peers. And (sadly) a few ignore the investment completely…
Stunningly Successful Great Demo! Implementation – A Practitioner’s Perspective Read More »
The wonderful thing about “toolkit” software offerings is that they can do so many things – the challenge is that the customer often doesn’t know what’s possible – they have no vision of a solution…
A Story of LEGOs and Demos Read More »
Have you ever wondered what the best time of day is to perform a demo…
When is the Right Time to Demo? Read More »
I both love and hate doing demonstrations at trade shows. They are wonderful because of the opportunity to interact with so many customers. They are terrible when you consider how many of those customer interactions, and demos, are unqualified and unproductive.
Trade-Show Demonstrations – Using the “Menu Approach” Read More »
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 – The Great Demo! Top Ten List of What NOT to Do Read More »
How do we simultaneously encourage questions, yet make sure they don’t take us off track?
Stunningly Awful Demos – Lost in the Weeds Read More »
What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business challenge is possible – and to enable a Discovery conversation to take place.
Vision Generation Demos Read More »
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 »
Here are a handful of phrases that we often hear from software vendors in demo meetings, followed by what the customer thinks in response…
Stunningly Awful Demo Phrases Read More »
“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 »
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