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Presales Tools Tools Tools!
Here are a handful of emerging and established tools – either created specifically for presales and/or having terrific application for presales folks. We are listing each with text from the vendor followed by a few…
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Demo Horror Stories – Friday Fun Podcast
I joined the fine folks at “Tripping Over the Barrel” to explore life, liberty, and the pursuit of demo horror stories. We discussed best and worst demo practices, richly illustrated with a delightful selection of…
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“Before and After” Images and Illustrations in Demos
In Great Demo! Workshops we help teams identify the “wow” screens and deliverables in their software (“Illustrations”). One terrific approach is to leverage the well-known “before-and-after” approach...
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Terrific Zoom Tip
You can use your spacebar as a “push-to-talk” button when your microphone is muted in Zoom.
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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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“I Can’t See the Text”… – Demo Font Size Tip
Have you ever had someone say, “I can’t really read the text on your screen…”
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Another Type of Demo?
How often do you think prospects come to your website simply to explore “what’s out there?”
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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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2020 DEMOFEST Presentations Recordings
The recordings of Peter Cohan’s “7 Habits for Stunningly Successful Demos” presentation and Julie Hansen’s “Acting Tips for Connecting On-Camera” as well the other DEMOFEST sessions and the final panel discussion are available for your…
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Some Novel Thoughts About Screening Candidates for Presales Positions
How do we typically evaluate the skills and competencies of applicants for presales positions?
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The Dunning–Kruger Effect – and Demos
People often don’t know what they don’t know...
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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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“It’s Hard to See Your Mouse…”
“It’s hard to see your mouse…” said the customer, “It’s pretty small.”
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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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Software Demo Considerations for Customer Success Teams – Podcast
Yes, Great Demo! practices are equally important and applicable for folks in Customer Success.
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Webinar Recording – The Perfect Presales Demo Environment – and…
“Sorry, I don’t have an example like that in our demo system…” “No, we can’t show that workflow – this is a demo database…”
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7 Thoughtful Habits for Web Meetings
Consider using face-to-face meeting practices as a model for web meetings.
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The Million Dollar Demo and the Good Little Salesperson
Once upon a time, there was a software company, with a Good Little Salesperson.
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Take Your Webcam Cover Off!
Let’s humanize the web communication experience – take your webcam cover off!
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A Surprising Stance on Demos and Some Startling Data
By Steve Kraner, Guest Blogger Where does the demo fit in a software or SaaS sales cycle?
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Does That Make Sense?
Should we be using this phrase in our demos and/or are there alternatives?
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Thousands of Websites Offer “Book a Demo” – Should Another…
Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live demo?
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Introducing “Great Connection!” – Dramatically Increase Interactivity Over Zoom/WebEx/GoToMeeting
These 90- to 120-minute sessions for small groups will have you connecting and driving interaction with your audiences effectively and confidently when using Zoom/WebEx/GoToMeeting and similar tools.
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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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“Getting to Great: Coaching for 7 Habits for Stunningly Successful…
Traditional-average demos – and traditional-average demo delivery – are simply insufficient today! We introduced seven habits that correspond to (rather dramatic) increases in demonstration success and discussed how to coach your team or yourself to…
