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The Ignition Demo: A Conversation with Peter Cohan – Podcast
I joined Randy Frank of Navattic to explore the “Ignition Demo”, the spark needed to engage early stage prospects in the buying journey.
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“Customer Fill-in” – A Terrific Demo Tip
Here’s a truly terrific tip: Invite your prospect to be the end-customer and fill-in the form by proxy, through you.
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How Do You Determine the Technical Win?
The goal for many presales teams is to secure the Technical Win or Technical Close. I’m curious, what criteria or measurement do you use to determine whether the Technical Win has taken place?
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What is the significance of 33334?
That’s how many copies of Great Demo! have been purchased (not including those that have been resold or passed around). This means that at least 33,334 people have been exposed to the Great Demo! methodology…
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Should There Be Both Sales AND Presales Motions?
Sadly, there is no definition for Presales Motions… Perhaps there should be! Here’s a draft, based on the HubSpot wording above: “A Presales Motion is the combination of the actionable steps and general presales philosophy…
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Demo Data: The Importance of Problems, Gaps, and Exceptions
I was working with a vendor on an example demo and we identified a dashboard to serve as an Illustration (a “Wow!” screen for that use case) – but while the dashboard had all the…
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Uniqueness – A Terrific Discovery Question for Highly Transactional Sales
In transactional sales processes, where orders are relatively small and cycle time is rapid, doing Discovery can be challenging – but is still critical!
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Discovery Questioning Skills – Doctors vs. Lawyers
When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change the prospect’s thinking.
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What If Your Demo Meeting Ends Early? Give That Time…
A number of Great Demo! practitioners note that many of their demos no longer consume the time previously allocated for their demos – they ask, “What should we do with the remaining time?”
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What Level of Vendor Dress Is Appropriate Over the Web?…
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
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“Chunking” in Demos
In Great Demo! Workshops we teach how turn to a firehose demo into a series of consumable “chunks”. Each chunk needs an introduction, body, and summary.
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Webinar Recording: Demos as a Team Sport – The Roles…
Preparing and delivering demos should be perceived as a “team sport” when two or more people are involved on the vendor’s side. The days of “…and heeeeere’s my Demo Monkey…!” should thankfully be over (we…
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The Reverse Demo: Before I demo to you – why…
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”.
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Doing Discovery – The Importance of “Why” Questions
Prospect asks, “Can your software do xxx?” Vendor replies, “Yes, absolutely.” I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…! What’s missing? Asking, “Why?”
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Your Persona Demo is Failing!
The breakdown with persona-based demos is the lack of ability to fully connect the challenges your audience is having with the value your solution provides.
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SKOs and “Swipes” – Making Remembering Memorable!
Want a terrific way to ensure that your SKO participants remember the key take-aways?
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Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on…
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
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Refract/Gong/Chorus/etc. Studies of Teams Doing Demos?
Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting to collect data on the following scenarios:
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‘Twas the Night Before the Big Demo
‘Twas the night ‘fore the demo and all through the house Not a creature was stirring, ‘cept my SE and his mouse;
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“Thank You for Your Time…” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a customer, often adding “I know your time is valuable…” This is courteous, but positions the vendor beneath…
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Demo-Ready Lead?
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many of you have generated a clear definition of a “Demo-Ready…
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Podcast Recording: A Perfect Demo Environment
How do you suspend disbelief?
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Use Chat for Your Demo Questions “Parking Lot” in Zoom…
In addition to the possibility of using a Word or Google document as a “parking lot” for managing questions in your web-delivered demonstrations, another elegant option is to use the Chat dialog...
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The Great Demo! 2020 Articles Index
There are currently well over 75 articles in our articles page – here’s a handy index to help you find specific topics and explore others. Enjoy!
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Great Demo! “Book Club” Mini-Workshops
“You cannot have a conversation with a book…!”
