Here is a compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos. We identify the major symptoms for each disorder, provide one or more examples to aid in diagnosis, and suggest steps to a cure for each.
Stunningly Awful Demos – Debilitating Demo Diseases Read More »
We continue the compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos.
Debilitating Demo Diseases – Additional Afflictions Read More »
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 »
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?
Attention Retention and Demos Read More »
Here’s the true story of how a demo directly resulted in the loss of $245,000 from an order. It’s also a stunning example of why not to show all those neat, cool features…
Too Complex – A True Demo Disaster Story Read More »
You – the selling team (sales and presales) – must know what you want to accomplish before you begin and plan your demo meeting with these objectives in mind – it’s a Team Sport.
The Great Demo! Top Ten List Read More »
EN EN 
ES
