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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 ...
the value of better demos

What’s the Value of Better Demos? (A Never Stop Learning! Article)

What’s the Value of Better Demos? A Never Stop Learning! Article What’s in this article for you? 🗸 Your own estimates…! 🗸 The value ...
Mastering Trust: 7 Proven Strategies for Building Lasting Customer Relationships. two mountain climbers on the summit, one helping the other up.

Mastering Trust: 7 Proven Strategies for Building Lasting Customer Relationships

In sales, gaining trust stands out as a crucial factor. To achieve this, you need to personally connect with prospects and establish rapport. Your ...
the advantages of the incumbent vendor

The Advantages of the Incumbent Vendor

The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article)   “Get their ...
Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories

Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories

(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The ...
death by corporate overview

Death by Corporate Overview (A Never Stop Learning! Article)

What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t ...

Automated Demo Content – Getting It Right

A Never Stop Learning Article!   Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own ...

Too Complicated – A Demo Horror Story

Note – this story is a sample from the freshly released Third Edition of Great Demo!   Too Complicated – A Demo Horror Story ...
Unlocking the Revenue Potential: How Training Can Double Your Revenue Per Employee

Unlocking the Revenue Potential: How Training Can Double Your Revenue Per Employee

In today’s competitive market, investing in employee development pays off exponentially. Don’t underestimate the power of training; it equips employees with the skills and ...

Let’s Talk About Value – Uncovering the Delta

To paraphrase Mark Twain’s comment about the weather, everyone talks about value, but very few people actually do something about it. Clearly value is ...
maximizing roi from a great demo! workshop

Maximizing ROI from a Great Demo! Workshop: Post-Workshop Implementation Strategies

Do you want to know how you can supercharge the success of your Great Demo! and Doing Discovery workshop?  You and your team have ...

Uncovering Critical Business Issues – What, Why, and How

What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business vs wasting your time with ...
AI in Presales: How is AI Revolutionizing Sales and Presales

How AI is Revolutionizing Sales and Presales: Opportunities and Challenges

Prospecting, research, qualification, discovery, and other pre- or post-demo activities take a significant amount of time and are challenging to perform well.   However, these ...

Seven Validated Habits for Stunningly Successful Demos

Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while ...
the silent killer of sales: presales professionals' inability to articulate value

The Silent Killer of Sales: Presales Professionals’ Inability to Articulate Value

As presales professionals, we’re the front line of any successful sales effort. We’re the ones who bridge the gap between the technical capabilities of ...
sales objections

Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome

“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections ...

Great Demo! Virtual Demos Best Practices

Want a Horror Story? I’ll give you a teaser: The punchline is, “Nope, I’m good…” I watch dozens of recorded virtual demos from my ...
Do’s and Don’ts of an Excellent Software Demo

Dos and Don’ts of an Excellent Software Demo

Sales demos are a powerful way to communicate the value of your product or service to clients, prospects, and customers. The key is to ...
how to give better software demonstrations

How to Give Better Software Demonstrations

The software demonstration is the moment of truth. It’s when you show the customer what their life will be like with your product, and ...

The Significant Failure of Traditional Demos in Modern Selling

While this information does not signal the demise of the seller’s role, it does require that we use more advanced and effective mechanisms to influence ...

Top Twelve 2022 Great Demo! & Doing Discovery Posts

ere are the top twelve Great Demo! & Doing Discovery posts from 2022 chosen by you, discerning audience. Enjoy! 

A Terrible Tabs Demo Death March

I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 ...

Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience

As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos. Imagine that you and four colleagues are a ...
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