{"id":45095,"date":"2026-04-06T18:59:08","date_gmt":"2026-04-06T18:59:08","guid":{"rendered":"https:\/\/greatdemo.com\/?p=45095"},"modified":"2026-04-06T18:59:08","modified_gmt":"2026-04-06T18:59:08","slug":"founding-and-growing-your-new-company-podcast-why-most-b2b-software-demos-fail-and-how-to-fix-them","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/founding-and-growing-your-new-company-podcast-why-most-b2b-software-demos-fail-and-how-to-fix-them\/","title":{"rendered":"Founding and Growing Your New Company Podcast: Why Most B2B Software Demos Fail and How to Fix Them"},"content":{"rendered":"

I joined Emmanuel King Ibironke of The Intelligence Forge for this discussion of demos, discovery, and founding and developing a training and content business. The first half of this discussion focuses on founding and growing a new company; the balance introduces Great Demo! methodology:<\/p>\n

00:00\u00a0\u00a0 Teaser and ad<\/p>\n

02:00\u00a0\u00a0 Welcome and introduction<\/p>\n

03:00\u00a0\u00a0 Have you ever seen a bad software demo?<\/p>\n

The problem, and origins of the solution: A revelation!<\/p>\n

08:45\u00a0\u00a0 Getting traction\u2026 When you are self-employed, you have a fool for a boss!<\/p>\n

09:30\u00a0\u00a0 What happens when you are oversubscribed?<\/p>\n

13:00\u00a0\u00a0 How were you funded?<\/p>\n

15:30\u00a0\u00a0 Getting started, getting references\u2026<\/p>\n

17:30\u00a0\u00a0 What about AI?<\/p>\n

21:00\u00a0\u00a0 AI, the Technology Adoption Curve, and the story of Buck\u2019s Caf\u00e9<\/p>\n

24:00\u00a0\u00a0 The magic wand question\u2026<\/p>\n

27:00\u00a0\u00a0 LinkedIn content and strategy.<\/p>\n

28:00\u00a0\u00a0 The single most broken piece in sale processes is doing discovery:<\/p>\n

A harsh but accurate analysis of a 30-minute discovery call.<\/p>\n

31:30\u00a0\u00a0 Where do the Great Demo! and Doing Discovery methodologies apply?<\/p>\n

33:00\u00a0\u00a0 What does a great demo look like? The key elements of the process\u2026<\/p>\n

37:30\u00a0\u00a0 How long should a great demo be?<\/p>\n

39:30\u00a0\u00a0 A demo horror story!<\/p>\n

41:30\u00a0\u00a0 The top three mistakes vendors make vs Buyer Enablement\u2026<\/p>\n

45:00\u00a0\u00a0 And champion enablement!<\/p>\n

46:00\u00a0\u00a0 Moving forward from here\u2026<\/p>\n

47:30\u00a0\u00a0 Storytelling! Features vs Advantages vs Benefits vs Analogies vs Stories.<\/p>\n

52:00\u00a0\u00a0 Good stories get retold!<\/p>\n

54:00\u00a0\u00a0 What happens if you are gone?<\/p>\n

55:00\u00a0\u00a0 What is one great piece of advice?<\/p>\n

 <\/p>\n

You can find the full recording here \u2013 enjoy!<\/p>\n

https:\/\/www.youtube.com\/watch?v=bZYaOdWXbnw<\/a><\/p>\n

 <\/p>\n

 <\/p>","protected":false},"excerpt":{"rendered":"

I joined Emmanuel King Ibironke of The Intelligence Forge for this discussion of demos, discovery, and founding and developing a training and content business.<\/p>","protected":false},"author":2,"featured_media":45096,"comment_status":"closed","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":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","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":[9,10,18],"tags":[7,27],"class_list":["post-45095","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-growth_development","category-methodology_basics","category-storytelling","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/45095","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=45095"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/45095\/revisions"}],"predecessor-version":[{"id":45097,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/45095\/revisions\/45097"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/45096"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=45095"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=45095"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=45095"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}