Great Demo! Blog

Tips, thoughts, tools, techniques and practices to increase success rates with software demonstrations.
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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?” Far too often vendors...

Refract/Gong/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: Sales and presales as a two-person team (the most likely...

‘Twas the Night Before the Big Demo

‘Twas the Night Before the Big Demo (with apologies to Clement Clarke Moore)   ‘Twas the night ‘fore the demo and all through the house Not a creature was stirring, ‘cept my SE and his mouse; I’d proposed a big licensing deal with great care In hopes a big order...

“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 the customer, in terms of relative importance. A very...

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