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When is the Right Time to Demo?
Have you ever wondered what the best time of day is to perform a demo…
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Methodology Basics
Trade-Show Demonstrations – Using the “Menu Approach”
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.
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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!
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Stunningly Awful Demos – Lost in the Weeds
How do we simultaneously encourage questions, yet make sure they don’t take us off track?
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Vision Generation Demos
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.
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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.
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Stunningly Awful Demo Phrases
Here are a handful of phrases that we often hear from software vendors in demo meetings, followed by what the customer thinks in response…
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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?
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Stunningly Awful Demo Communication – Unencrispening the Demo
Here are a few areas where we can likely improve our verbal delivery in demos…
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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!