{"id":25187,"date":"2020-06-03T15:42:54","date_gmt":"2020-06-03T15:42:54","guid":{"rendered":"https:\/\/greatdemo.com\/?p=25187"},"modified":"2023-01-26T15:32:02","modified_gmt":"2023-01-26T15:32:02","slug":"demos-asombrosamente-horribles-las-grandes-demos-2020-top-diez-listas-de-lo-que-no-hay-que-hacer","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/stunningly-awful-demos-the-2020-great-demo-top-ten-list-of-what-not-to-do\/","title":{"rendered":"Demos asombrosamente horribles - \u00a1La gran demo de 2020! Lista de las diez cosas que NO hay que hacer"},"content":{"rendered":"<p><span style=\"font-size: 14px;\">Here\u2019s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a <\/span><em style=\"font-size: 14px;\">failure.<\/em><span style=\"font-size: 14px;\">\u00a0 We recommend that you <\/span><em style=\"font-size: 14px;\">avoid<\/em><span style=\"font-size: 14px;\"> doing these things!<\/span><\/p>\n<p><span style=\"color: #000000;\">If your organization\u2019s demos are not as successful as you might wish, consider using this list as an assessment tool.\u00a0 If these items occur frequently you may want to contemplate making some changes\u2026<\/span><\/p>\n<p style=\"text-align: center;\"><span style=\"color: #000000;\">The 2020 Stunningly Awful Demos (\u201cSAD\u201d) Top Ten List:<\/span><\/p>\n<ol>\n<li><span style=\"color: #000000;\">Be unclear on the <strong>Customer\u2019s Needs<\/strong>: \u201cThe Harbor Tour\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">Offer and deliver a demo in the hope that your customer will see something of interest, eventually.\u00a0 This is a case of using Hope as a Strategy\u2026!\u00a0 Customers refer to these long, tortured demos as:<\/span><\/p>\n<ul>\n<li><span style=\"color: #000000;\">Show-up and throw-up<\/span><\/li>\n<li><span style=\"color: #000000;\">Spray and pray<\/span><\/li>\n<li><span style=\"color: #000000;\">Tech splatter<\/span><\/li>\n<li><span style=\"color: #000000;\">The IKEA demo (\u201cHow do I get out of here\u2026?!\u201d)<\/span><\/li>\n<li><span style=\"color: #000000;\">Living in the Land of Hope<\/span><\/li>\n<li><span style=\"color: #000000;\">Whisky-Tango-Foxtrot, and, of course,<\/span><\/li>\n<li><span style=\"color: #000000;\">The Harbor Tour (\u201cOh God, it\u2019s the Harbor Tour Demo\u2026\u201d They board the boat, get driven around the harbor for three hours while being asked, \u201cHave you seen anything you like so far?\u201d \u2013 and they can\u2019t get off the boat until the end of the ride\u2026!).<\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000000;\">Inexperienced presales and salespeople often inflict these demos on their customers as a replacement for doing Discovery.\u00a0 Jaded presales folks offer these demos when they receive little or no pre-demo information from their sales colleagues.<\/span><\/p>\n<ol start=\"2\">\n<li><span style=\"color: #000000;\">Present a <strong>Linear Demo<\/strong> from beginning to end: \u201cWhere is this going\u2026?\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">Have you ever been watching someone else\u2019s demo and, a few minutes into the process, you start wondering, \u201cWhere is this going\u2026?\u201d<\/span><\/p>\n<p><span style=\"color: #000000;\">You can ensure the same awful fate for your customers by delivering long, linear demos that start at the beginning of a workflow and take forty, fifty or sixty minutes (or longer!) to finally reach the big pay-off screen.\u00a0 Follow this tactic to ensure that:<\/span><\/p>\n<ul>\n<li><span style=\"color: #000000;\">Your audience is half-asleep by the time you reach the important take-away message and key pay-off screen. (In some geographies your audience may actually <em>be<\/em> asleep).<\/span><\/li>\n<li><span style=\"color: #000000;\">The most important people in the audience leave the room while you are still introducing the module names and key navigation features\u2026<\/span><\/li>\n<li><span style=\"color: #000000;\">The customer is so numb by the time that you do reach your big wow message that they cannot remember it after the demo is over.<\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000000;\">Bonus:\u00a0 Be sure to show how to set things up \u2013 tasks that would likely only be done once (and are often done by a professional services team during implementation) to ensure that you squander more time with unimportant items\u2026<\/span><\/p>\n<p><span style=\"color: #000000;\">Double Bonus:\u00a0 Be sure to Include the latest features so that you consume all of the available time allotted to the demo with set-up and workflow options \u2013 and run out of time before you get to the \u201cbest stuff\u201d!<\/span><\/p>\n<ol start=\"3\">\n<li><span style=\"color: #000000;\">Start with a <strong>Corporate Overview<\/strong>: \u201cDeath by Corporate Overview\u2026\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">Make Number 2, above, even worse by starting the meeting with twenty minutes of your corporate overview.\u00a0 Regale your audience with your mission statement (yawn), your company\u2019s formation and history (yawn), your revenues-over-time, office locations, markets, products, and that smorgasbord of customer logos (yawn, yawn, yawn, snooze\u2026).<\/span><\/p>\n<p><span style=\"color: #000000;\">This strategy will ensure that (1) the most important people leave even <em>before<\/em> you can start the demo and (2) everyone is already bored and losing attention when you do deliver your demo.<\/span><\/p>\n<p><span style=\"color: #000000;\">Doing this also sets you up nicely for item Number 4\u2026<\/span><\/p>\n<ol start=\"4\">\n<li><span style=\"color: #000000;\">Don\u2019t reconfirm the <strong>Time Constraints<\/strong> for the meeting: \u201cSorry, we\u2019re out of time\u2026\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">You\u2019d planned on two hours with the customer when you set up the meeting three weeks ago.\u00a0 Is there any reason this might have changed?<\/span><\/p>\n<p><span style=\"color: #000000;\">You arrive at 10:00 AM and dive into your agenda.\u00a0 Your team delivers your Corporate Overview presentation followed (after twenty minutes) by a long, linear demo\u2026<\/span><\/p>\n<p><span style=\"color: #000000;\">Things are going as planned when suddenly your host looks at his watch and says, \u201cUm, can you please wrap things up in the next five minutes?\u00a0 We have an all-hands meeting scheduled at 11:00\u2026\u201d\u00a0 You have to end the demo without ever reaching your big wow screen and have to ask to schedule another meeting.<\/span><\/p>\n<p><span style=\"color: #000000;\">Bonus:\u00a0 Similarly, don\u2019t reconfirm the list of customer participants or their objectives.\u00a0 It is always a delight to walk into a virtual room of 20 people when you were expecting 2 (and haven\u2019t had a chance to do Discovery with any of the new folks).\u00a0 Which takes us back to Number 1, again\u2026!<\/span><\/p>\n<ol start=\"5\">\n<li><span style=\"color: #000000;\">Show as many <strong>Features and Functions<\/strong> as possible: \u201c\u2026And <em>another<\/em> thing you can do is\u2026\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">Want to make your software appear as confusing and complicated as possible?\u00a0 Want more ways to bore and torture your audience?\u00a0 Want to help your customer reduce the price they pay for your software (aka \u201cbuying it back\u201d)?<\/span><\/p>\n<p><span style=\"color: #000000;\">It\u2019s easy:\u00a0 show as many features and capabilities that you possibly can!<\/span><\/p>\n<p><span style=\"color: #000000;\">A simple way to achieve these negative results is to present your demo as if you are doing product training \u2013 \u201clet me show you how to do this, and that, and this other thing\u2026\u201d\u00a0 To really inflict pain, make sure to show and explain all of the menu options, tabs, navigation tools and, of course, all of the file types you can import and export.<\/span><\/p>\n<p><span style=\"color: #000000;\">Bonus:\u00a0 Be sure to include all of the \u201cif\u201d, \u201cor\u201d and \u201calso\u201d cases for each option.\u00a0 These simple steps will make your demo truly Stunningly Awful.<\/span><\/p>\n<p><span style=\"color: #000000;\">Double Bonus:\u00a0 Use \u201cloop-backs\u201d to further confuse and complicate, as in, \u201cSo, do you remember when I completed that order?\u00a0 [Customer thinks, \u201cUm, not really\u2026\u201d]\u00a0 \u201cWell,\u201d you say, \u201cnow I\u2019ll pick up the order and process it\u2026\u201d<\/span><\/p>\n<p><span style=\"color: #000000;\">Triple Bonus:\u00a0 Use as many \u201chats\u201d as you can.\u00a0 \u201cNow I\u2019m Mary Manager approving the order that was generated by Steven Staffer a moment ago, but I\u2019ll also show you how Elizabeth Executive can have Corey Controller put a hold on payment through Amy Accounting and Sam Shipping\u2026\u201d\u00a0 Your demo will have more characters and story arcs than a classic Russian novel!<\/span><\/p>\n<ol start=\"6\">\n<li><span style=\"color: #000000;\">Show the same demo, regardless of the <strong>Customers\u2019 Needs or Interest<\/strong>: \u201cOne for all\u2026\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">Ignore the fact that the VP in the room only wants a top-level summary of your offering and that the managers in the room are interested only in their portion of the process.\u00a0 Instead, choose the lowest-level users\u2019 scenario for your demo, such as an end-user \u201cday-in-the-life\u201d saga \u2013 or, for more pain, start by walking through how to set things up \u2013 tasks done only once.<\/span><\/p>\n<p><span style=\"color: #000000;\">This will ensure that the senior members of the customer team grow bored and leave the demo early (~fifteen minutes after the meeting began).\u00a0 They\u2019ll never see anything that compels their interest, requiring a second demo meeting, a loss to your competitor, or a \u201cNo Decision\u201d outcome.<\/span><\/p>\n<p><span style=\"color: #000000;\">Similarly, the customer managers won\u2019t be thrilled with what they see \u2013 your software will look too long, too detailed, and too complicated for them to use comfortably.<\/span><\/p>\n<p><span style=\"color: #000000;\">In the end, you\u2019ll have done a fair job training the target end-users, but the training won\u2019t be necessary since you won\u2019t get the deal!\u00a0 An awful waste of time for everyone involved.<\/span><\/p>\n<p><span style=\"color: #000000;\">Bonus:\u00a0 Get dragged into the weeds by detailed questions early in the demo \u2013 leading to\u2026<\/span><\/p>\n<ol start=\"7\">\n<li><span style=\"color: #000000;\">Let <strong>Questions<\/strong> drive you into the weeds: \u201cBut what about\u2026?\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">You\u2019ve started your demo and things are going well when, after five minutes, someone asks a good question.\u00a0 You stop your demo, take a few minutes to answer the question and turn back to your laptop.\u00a0 The customer asks a follow-up question which you dutifully address in more detail, taking another few minutes.\u00a0 The customer considers your answer, then asks for more details\u2026\u00a0 And you are now way off-track, lost in the weeds.<\/span><\/p>\n<p><span style=\"color: #000000;\">In the meantime, what has happened to the rest of the audience?\u00a0 They\u2019ve checked-out.\u00a0 They\u2019re browsing the web, answering email, checking texts on their phones, and working on other projects \u2013 and you\u2019ve barely gotten started!<\/span><\/p>\n<p><span style=\"color: #000000;\">For the greatest negative effect:\u00a0 Instead of professionally and elegantly \u201cparking\u201d these questions, let them divert your demo to ensure that you lose the customer\u2019s key players early in the meeting and run out of time before you\u2019ve gotten to your key points.<\/span><\/p>\n<p><span style=\"color: #000000;\">Bonus:\u00a0 Let IT \u201chighjack\u201d the meeting right at the beginning with questions about infrastructure, architecture and support requirements.<\/span><\/p>\n<p><span style=\"color: #000000;\">Another terrific strategy for failure is to allow Hostiles to take control of the meeting \u2013 these are the people who don\u2019t like you, don\u2019t like your company; they simply believe it is their purpose in life to torture the vendor.\u00a0 Let them take control and you\u2019ll enjoy the same negative results\u2026<\/span><\/p>\n<ol start=\"8\">\n<li><span style=\"color: #000000;\">Don\u2019t use the <strong>Annotation and Other Tools<\/strong> in Zoom\/WebEx\/GoToMeeting: \u201cCan you see my screen\u2026?\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">Here are three wonderful ways for you to show your software in the worst possible light when operating over the web:<\/span><\/p>\n<ul>\n<li><span style=\"color: #000000;\">First, do not use the annotation tools, chat, whiteboards, pause-sharing or any of the other capabilities in your web collaboration tool. Instead start the session by saying, \u201dCan you see my screen?\u201d and then talk and click, talk and click, talk and click for the balance of the hour.<\/span><\/li>\n<li><span style=\"color: #000000;\">Second, make sure to present non-stop for as long as you can \u2013 going for 6, 10, 12 minutes or longer without a \u201ccheck-in\u201d with the audience is a good plan. After all, this gives your audience time to leave their computer to refresh their coffee, use the toilet, make lunch\u2026<\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000000;\">Ignore the fact that the most successful demos are a <em>conversation<\/em> with the customer (where \u201cspeaker-switches\u201d take place an average of every 76 seconds\u2026).<\/span><\/p>\n<ul>\n<li><span style=\"color: #000000;\">Third, leave your mouse cursor at the default size and move it constantly (and rapidly!) throughout the demo. The small cursor means the audience with have to lean close to their screens to follow your action.<\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000000;\">Bonus:\u00a0 Vaguely circle your mouse (rapidly, again) around areas of interest on your screen to draw attention.\u00a0 Your customer will be fatigued (or dizzy) in no time\u2026!<\/span><\/p>\n<p><span style=\"color: #000000;\">Double Bonus:\u00a0 Do not use a pre-web-demo checklist to make sure things are working properly before the formal session begins.\u00a0 It is <em>so<\/em> much more exciting to have technical problems when everyone is joining the call, or mind-numbing latency, or problems with VOIP that \u201cchops\u201d your voice, or screen rendering challenges, or\u2026<\/span><\/p>\n<ol start=\"9\">\n<li><span style=\"color: #000000;\">Don\u2019t effectively present your big <strong>Wow Screens<\/strong>: \u201cDoesn\u2019t that look great\u2026?\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">You\u2019ve been demoing along for forty or fifty minutes and you finally get to a big wow screen \u2013 one of the key deliverables your software provides.\u00a0 You share it briefly and then swiftly move on to your next feature\u2026<\/span><\/p>\n<p><span style=\"color: #000000;\">This is a SADly terrific way to ensure that your audience never remembers your key messages.<\/span><\/p>\n<p><span style=\"color: #000000;\">While <em>you<\/em> have likely seen that big wow screen hundreds of times, this is the first time your <em>audience <\/em>has ever seen it.\u00a0 Showing that screen for a fraction of a second puts your message in the long list with all the other 3000 marketing messages your customer will see that same day\u2026\u00a0 Good luck!<\/span><\/p>\n<p><span style=\"color: #000000;\">Bonus:\u00a0 Do <em>not<\/em> use the annotation tools to draw the audience\u2019s attention to the key portions of these screens.\u00a0 That would only make it easy\u2026!<\/span><\/p>\n<p><span style=\"color: #000000;\">Double Bonus:\u00a0 Do <em>not<\/em> remember to describe (while annotating) WHAT the audience is seeing, HOW they would use it to solve their business problems, and HOW MUCH value it represents for your customer.\u00a0 Let them figure these out on their own\u2026<\/span><\/p>\n<ol start=\"10\">\n<li><span style=\"color: #000000;\">Avoid <strong>Summarizing<\/strong>: \u201cAnd the next really cool thing I want to show you is\u2026\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"color: #000000;\">Roll along from section to section, through segment after segment, in a continuous verbal assault.<\/span><\/p>\n<p><span style=\"color: #000000;\">Leave no pauses, offer no introductions and, by all means, don\u2019t summarize after you complete an important segment.\u00a0 You want your delivery to be perceived as a firehose, furiously flinging features and functions frantically at your audience (frightening, frankly).<\/span><\/p>\n<p><span style=\"color: #000000;\">This SAD tactic contributes wonderfully to cultivate confusion, add complexity, and generally bore the tears out of your audience.<\/span><\/p>\n<p><span style=\"color: #000000;\">For maximum SAD effect, use this tactic in conjunction with long, linear, non-componentized, multiple-player, multi-product, multi-hour demos.\u00a0 In no time at all you\u2019ll have your audience toggling away from your demo to browse on Amazon, \u201cmulti-task\u201d on another project, check their phones, or explore the insides of their eyelids!<\/span><\/p>\n<p><span style=\"color: #000000;\">Following these \u201cTop Ten\u201d SAD guidelines will certainly increase the probability that your demos will <em>not<\/em> help you achieve your goals.\u00a0 When you do these ten simple things, you should expect your audience to say, \u201cUgh\u2026\u00a0 That was a Stunningly Awful Demo!\u201d<\/span><\/p>\n<p><span style=\"color: #000000;\">\u00a0<\/span><\/p>\n<p><span style=\"color: #000000;\">[For practices that result in real success with your demos, contemplate a Great Demo! Workshop \u2013 contact us at <a style=\"color: #000000;\" href=\"mailto:info@GreatDemo.com\">info@GreatDemo.com<\/a> to start the discussion.]<\/span><\/p>\n<p><span style=\"color: #000000;\">Copyright \u00a9 2006-2020 The Second Derivative \u2013 All Rights Reserved.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>He aqu\u00ed una colecci\u00f3n de malas t\u00e1cticas, errores garrafales y pasos defectuosos que puede dar para aumentar la probabilidad de que su demostraci\u00f3n sea un fracaso.  Te recomendamos que evites hacer estas cosas.<\/p>","protected":false},"author":2,"featured_media":25188,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[19,8,9,16,10],"tags":[6,7],"class_list":["post-25187","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-aweful_demos","category-great-demo-blog","category-growth_development","category-humor","category-methodology_basics","tag-articles","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/25187","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=25187"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/25187\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/25188"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=25187"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=25187"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=25187"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}