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Thousands of Websites Offer “Book a Demo” – Should Another Option Be “Book a Conversation”?
Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live demo?
Mostly For Managers
Introducing “Great Connection!” – Dramatically Increase Interactivity Over Zoom/WebEx/GoToMeeting
These 90- to 120-minute sessions for small groups will have you connecting and driving interaction with your audiences effectively and confidently when using Zoom/WebEx/GoToMeeting and similar tools.
New Offering for Remote Demos and Presentations – The Sad (But True) Situation – And What You Can Do About It
How many web demos and presentations start with, “Can you see my screen?” – following by nothing but the presenter talking and clicking?
Ask yourself, what do you do? Are your audiences engaged?
When you ask your audience, “Any questions so far?” how often do you hear “Nope, we’re good…” or the chirp-chirp of crickets in an empty room?
A Perfect Demo Environment…
In your demos, how often do you find you are apologizing for an inability to demonstrate capabilities, complete workflows, or present compelling results and reports? Far too often, in many cases!
A Perfect Demo Environment… Read More »
When is the Right Time to Demo?
Have you ever wondered what the best time of day is to perform a demo…
When is the Right Time to Demo? Read More »
What’s the Value of Better Demos
For the clueless, not a thing. But for those who are awake and aware, better demos are exceptionally valuable…
What’s the Value of Better Demos Read More »
Stunningly Successful Methodology Implementation – Best (and Worst) Practices
This article was specifically written for:
– Presales managers and mentors (guidance on implementation and coaching your team)
– Presales individual contributors (read the article as if you were coaching yourself)
– Anyone contemplating implementing a sales or presales methodology (especially senior management)
Stunningly Successful Methodology Implementation – Best (and Worst) Practices Read More »
Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
Demo Capital – Underutilized, Undervalued and Often Insufficient
Consider the sum of an organization’s knowledge, know-how, tools, techniques, tips and success stories related to demonstrating one’s offerings. As with other types of capital, how can this best be captured, developed, and leveraged? How is it valued (how should it be valued)? And is what you have today sufficient?
Demo Capital – Underutilized, Undervalued and Often Insufficient Read More »
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights
What can we learn by analyzing 67,149 software demos? A great deal…!
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights Read More »