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Ignition Demos – A Rather Huge Unmet Need and Opportunity
Prospects that are “Just Browsing” are underserved in traditional sales approaches yet consume valuable and expensive presales resources.
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Stunningly Awful Web “Overview” Demos – The Gruesome Anatomy of…
In which we identify a number of common challenges with “overview” demos – and offer solutions. [Warning – graphic and potentially painful content ahead…!]
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The Surprising Road(s) to Demo and Presales Mastery
This article explores the road(s) towards demo and presales mastery – and may change your perceptions whether you are experienced or new to the discipline.
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Stunningly Awful Demos – The 2020 Great Demo! Top Ten…
Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. We recommend that you avoid doing these things!
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Using Analogies and Metaphors (and More) in Demos
Well-crafted analogies and metaphors1 help our audiences remember the key ideas we present in our demos. Some examples are very effective, others could be improved… Let’s explore!
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COVID-19, Presales, and Leadership
This is a critical time for presales folks to leverage their trusted advisor status to lead and guide our customers in operating and communicating over the web. Let’s step up to this challenge!
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Seven Habits for Stunningly Successful Demos
Here are seven demo success factors that lead to closed business.
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Great Demo! Remote Demos Best Practices
Want a horror story? I’ll give you a teaser: The punchline is, “Nope, I’m good…”
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Stunningly Successful Great Demo! Implementation – A Practitioner’s Perspective
Some folks start making changes right away. Others watch to see how it goes with their peers. And (sadly) a few ignore the investment completely…
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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!
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A Story of LEGOs and Demos
The wonderful thing about “toolkit” software offerings is that they can do so many things – the challenge is that the customer often doesn’t know what’s possible – they have no vision of a solution…
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When is the Right Time to Demo?
Have you ever wondered what the best time of day is to perform a demo…
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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…
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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…
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Trade-Show Demonstrations – Using the “Menu Approach”
I both love and hate doing demonstrations at trade shows. They are wonderful because of the opportunity to interact with so many customers. They are terrible when you consider how many of those customer interactions,…
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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?…
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Achieving Success with Web-based Software Demonstrations
The name of the game in remote demonstrations is interactivity! Your ability to attract and compel your audience’s attention is your recipe for success.
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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…
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Storytelling in Demos
Stories can be one of the most effective mechanisms in demos to help your customers remember – and re-communicate – the use cases and value of your offerings.
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Surprisingly Successful Complex Situation Demos
Have you ever had a demo where multiple customer players wanted to see multiple solutions? Did you ever feel like the demo appeared complicated or confusing? Would you like a cleaner, more effective approach?
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Stunningly Awful Remote Demos – The Top Ten List of…
Would you like a horror story?
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What Can We Learn From Analyzing 67,439 Demos? Some Surprising…
What can we learn by analyzing 67,149 software demos? A great deal…!
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Stunningly Awful Demos – The Great Demo! Top Ten List…
Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. We recommend that you avoid doing these things!
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Disasters Neatly Averted – Dealing with Day-in-the-Life Demos
A colleague once cynically commented, in response to a request for a “day-in-the-life” demo, “Give me a week and I can show you a day-in-the-life…” Very clever, but still painful! Day-in-the-life demos are challenging, so…
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The Role of Sales in Great Demos
Regarding the role of sales in demos, here’s what NOT to do: 1. Nothing. 2. Way too much.
