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Today I heard a DemoFest presenter say, “you can always use a Harbor Tour demo for those situations where you’ve been given short notice for a demo.”
Please don’t.
Harbor Tour demos are the opposite of a Great Demo!
Harbor Tours are the ineffective approach that new presales folks apply when they’ve had no training on better methods.
Harbor Tours are the lazy alternative for seasoned presales veterans who should know better.
Harbor Tours bore audiences and drive more costly methods of proof.
Harbor Tours result in Buying It Back, losses to competitors, and No Decision outcomes.
Consider: Real-life harbor tours start and end at the same place, accomplishing nothing but consuming a few hours of sightseeing.
See Chapter 11 “Vision Generation Demos” in Great Demo! for an effective, elegant, validated approach. It is the direct path from the start of an opportunity, to and through discovery, to and through a successful Technical Proof Demo that completes the technical sale.