Lunch and Learn Demos

Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.

Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success

Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use

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Demo “Storylines”: The Journey, The Destination, or Both

Many software vendors talk about “The Journey” or “The Customer’s Journey” as a storyline for their demos. We need to ask ourselves, however, what is important to the customer?

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More Presales Tools!

Here are two more tools to explore. Success is a dream-come-true for managing POC’s; Jiminny is another call-recording analysis/coaching tool with a focus on the practitioner first.

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Ignition Demos – A Rather Huge Unmet Need and Opportunity

Prospects that are “Just Browsing” are underserved in traditional sales approaches yet consume valuable and expensive presales resources.

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Here are a handful of emerging and established tools – either created specifically for presales and/or having terrific application for presales folks. We are listing each with text from the vendor followed by a few of our comments.

Presales Tools Tools Tools! Read More »

The Surprising Road(s) to Demo and Presales Mastery

This article explores the road(s) towards demo and presales mastery – and may change your perceptions whether you are experienced or new to the discipline.

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