Great Demo! Blog
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?” Far too often vendors...
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.
Upcoming Webinar: Demos as a Team Sport – The Roles of Sales and Presales in Great Demos
January 19 at 9:00 AM Pacific Time (12:00 PM Eastern Time, 6:00 PM Central European Time) 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…!”...
SKOs and “Swipes” – Making Remembering Memorable!
Want a terrific way to ensure that your SKO participants remember the key take-aways? Try using Swipes, a simple, very effective idea that was first introduced to me during a SKO meeting at McLeod Software by Rick Halbrooks, McLeod’s head of sales (and long-time...
Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters – and Its Impact on Presales, Sales and Customer Success
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed! How? Consider filtering and qualifying prospects based on expected outcomes – how closely do prospects compare with existing customers who are happy, referenceable, and...
