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Attention Retention and Demos
When does your audience pay the most attention in your demos? At the beginning? In the middle? At the end? When do they pay the least attention…? And what do they really remember from your…
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Stunningly Awful Demo Situations – The Horror of Scripted Demos
What can be done to increase success rates when dealing with scripted demo situations? Here are few ideas that may yield improvements in your close rate…
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The Meaningless-Filler Gratuitous-Phrases Vocabulary List
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
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Four Opportunities to Harvest: The Value of Informal Success Stories
What might be the single most important asset for your sales and marketing toolkit?
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Stunningly Awful Software POCs and Evaluations – A Strategy of…
If your organization’s POCs and evaluations are not as successful as you wish, consider using this list as an assessment tool. If these items sound too familiar then you may want to contemplate making some…
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Too Complex – A True Demo Disaster Story
Here’s the true story of how a demo directly resulted in the loss of $245,000 from an order. It’s also a stunning example of why not to show all those neat, cool features…
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Stand Away From The Mouse! Letting Your Champion Drive
Here’s a terrific way to prove “ease of use”: have a customer representative do the demo...
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Trade-Show Best Practices
Here are a handful of practices to improve interactions (and lead generation) at trade-shows, conferences and expositions...
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The Database “Breakeven Point”
How long does it take before a newly installed database becomes useful? How long will it take before value is realized? Are there mechanisms to speed up the process?
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Death by Corporate Overview
We often hear the question, “How much of our company’s corporate overview presentation should we include in customer meetings?” Good question. The answer: as little as possible!
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The Great Demo! Top Ten List
You – the selling team (sales and presales) – must know what you want to accomplish before you begin and plan your demo meeting with these objectives in mind – it’s a Team Sport.
