Articles - Great Demo

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unleashing exceptional results with great demo!

Unleashing Exceptional Results with Great Demo!

PROVEN SUCCESS WITH GREAT DEMO! & DOING DISCOVERY A compelling and effective demo methodology can be the difference between winning and losing deals. Demos ...
Maximizing Engagement and Retention

Harnessing the Magic of Seven in Your Software Demos: Maximizing Engagement and Retention

The Challenge of Retaining Complex Information Imagine stepping into a crowded conference room, prepared to showcase your latest software. You notice a mix of ...
Enhancing Automated Demos with the Great Demo! Methodology

Captivate Instantly on Every Click: Enhancing Automated Demos with the Great Demo! Methodology

This article is for Great Demo! fans only. How to make interactive, automated demos easy to follow. In the digital age, where every answer ...
stunningly awful demos - top 10 donts

Stunningly Awful Demos: The Top Ten List of What NOT to Do

Stunningly Awful Demos: The Top Ten List of What NOT to Do (A Collection of Demo Don’ts!) A Never Stop Learning! Article Here’s a ...
presales-customer success

Best Approaches for the Presales-Customer Success Continuum

Best Approaches for the Presales-Customer Success Continuum A Never Stop Learning! Article   “After working as presales prior to the sale, then assisting with ...
demo do: let your champion drive!

Demo Do: Let Your Champion Drive!

Demo Do: Let Your Champion Drive! A Never Stop Learning! Article   “Stand away from the mouse and nobody will get hurt!”  – Salesperson ...

The Power of Analogies and Metaphors in Demos and Discovery

The Power of Analogies and Metaphors in Demos and Discovery  A Never Stop Learning! Article  “The world is full of hopeful analogies and handsome, ...
Communicate value with numbers

The Magic of Numbers in Communicating Value

The Magic of Numbers in Communicating Value A Never Stop Learning! Article “Measure what is measurable, and make measurable what is not so.” – ...
STUNNINGLY AWFUL DEMO

Stunningly Awful Demos – Two Words to Avoid

Stunningly Awful Demos – Two Words to Avoid A Never Stop Learning! Article “Our lives are frittered away by details; simplify, simplify.” – Henry ...
attention retention curves in demos

Leveraging Attention-Retention Curves in Demos

Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning? ...
discovery communication

The Crisp Currency of Discovery Communication – A Never Stop Learning! Article

Have you ever heard this dialog before? Salesperson: “I need you to do a demo tomorrow for ACME Corp – it’s a huge opportunity!” ...
power of pause

The Power of the Pause in Software Demonstrations – A Masters Series Article

Have you ever wondered why some presentations linger in your mind long after they’re over? In customer-facing roles, particularly in software demonstrations and solution ...
remarkable demos

Remarkable Demos: What Makes a Demo Truly Memorable?

Remarkable Demos: What Makes a Demo Truly Memorable? A Never Stop Learning! Article   “I get paid to point, click, and talk…” – A ...
origins of the menu approach: a demo survival success story by peter cohan

Origins of The Menu Approach: A Demo Survival Success Story

Origins of The Menu Approach: A Demo Survival Success Story A Never Stop Learning! Article “It’s a huge opportunity…” – Inexperienced salespeople everywhere!   ...
assessing discovery skills levels

Assessing Discovery Skill Levels – How Do You Rate?

Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job ...
'twas the nigh before the big demo

‘Twas the Night Before the Big Demo

‘Twas the Night Before the Big Demo A 2023 Updated Visit from the DiscoAndDemoGuru! (with apologies to Clement Clarke Moore)   ‘Twas the night ...
we are programmed to forget - what do we remember?

We Are Programmed to Forget – And How That Impacts Our Demos

What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention ...
assessing demonstration skill levels - how do you rate?

Assessing Demonstration Skill Levels – How Do You Rate?

Assessing Demonstration Skill Levels – How Do You Rate? (A Never Stop Learning! Article) What’s in this article for you? Assess yourself and your ...
Discovery and Demos Across the Technology Adoption Curve – Part 2

Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge

Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning! ...
discovery and demos across the technology adoption curve

Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm

Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm  (A Never Stop Learning! Article)   What’s in ...
avoiding no decision outcomes

Avoiding No Decision Outcomes

Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article)   What’s in this article for you? A Sadly ...
Working Seamlessly as a Sales Team

Working Seamlessly as a Sales Team

One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they ...
selling discovery by art fromm

“Selling” Discovery

“Just show me the demo,” the prospect begs. “I need you to show them a killer demo,” the Sales Rep demands. As an SE, ...
a prospect's tale

A Prospect’s Tale

A Prospect’s Tale A Hopefully Humorous Account of Woe and Triumph (A Never Stop Learning! Article)   What’s in this article for you? Part ...
The Surprising Impact of Your Background on Sales

The Surprising Impact of Your Background on Sales

I worked as an extra on several films and television shows where we were referred to affectionately as “background.” The purpose of background is ...
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