“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 »
re your sales teams traditional, better than average, or truly great? Contemplate the following (ugly) scenario…
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!
“Help me understand how to handle customer objections…”
“My team needs to learn how to handle objections…”
What’s wrong with these requests?
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome Read More »
Competitive Differentiation: vendors want to differentiate, vendors try to differentiate, but most vendors fail to meaningfully and successfully differentiate, in the opinion of their customers. When done poorly, differentiation can be stunningly awful; when done well it can be truly terrific!
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How Read More »
What can you do to differentiate from your competition and increase your chances for success?
Competitive Demo Situations – Biasing Towards Your Strengths Read More »
If you are a Demo Expert, you should be consciously uncomfortable. You should always be alert to find ways to improve your practice.
Are You a Demo Expert? – Why Experts Should Feel Uncomfortable Read More »
How do you know you are doing a good/adequate/terrific job if you don’t measure your results?
Demo Skills Assessment – (Why) Do It Now Read More »
Here’s a collection of torturous team tactics, awful errors and faulty communications you can follow to increase the likelihood that your team’s demos will fail. We recommend that you avoid doing these things!
Stunningly Awful Demo Team Practices – Where 1 + 1 = 0 Read More »
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
The Meaningless-Filler Gratuitous-Phrases Vocabulary List Read More »
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