Articles - Great Demo

Great Demo!

Articles

Lego Creator Image

A Story of LEGOs and Demos

The wonderful thing about “toolkit” software offerings is that they can do so many things – the challenge is that the customer often doesn’t know ...

When is the Right Time to Demo?

Have you ever wondered what the best time of day is to perform a demo…

What’s the Value of Better Demos

For the clueless, not a thing. But for those who are awake and aware, better demos are exceptionally valuable…

Stunningly Successful Methodology Implementation – Best (and Worst) Practices

This article was specifically written for: - Presales managers and mentors (guidance on implementation and coaching your team) - Presales individual contributors (read the article ...

Trade-Show Demonstrations – Using the “Menu Approach”

I both love and hate doing demonstrations at trade shows. They are wonderful because of the opportunity to interact with so many customers. They are ...

Why Did They Buy?

Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into ...

Achieving Success with Web-based Software Demonstrations

The name of the game in remote demonstrations is interactivity! Your ability to attract and compel your audience’s attention is your recipe for success.

Demo Capital – Underutilized, Undervalued and Often Insufficient

Consider the sum of an organization’s knowledge, know-how, tools, techniques, tips and success stories related to demonstrating one’s offerings. As with other types of capital, ...

Storytelling in Demos

Stories can be one of the most effective mechanisms in demos to help your customers remember – and re-communicate – the use cases and value ...

Surprisingly Successful Complex Situation Demos

Have you ever had a demo where multiple customer players wanted to see multiple solutions? Did you ever feel like the demo appeared complicated or ...

Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at at Distance

Would you like a horror story?

What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights

What can we learn by analyzing 67,149 software demos? A great deal…!

Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT to Do

Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. ...

Disasters Neatly Averted – Dealing with Day-in-the-Life Demos

A colleague once cynically commented, in response to a request for a “day-in-the-life” demo, “Give me a week and I can show you a day-in-the-life…” ...

The Role of Sales in Great Demos

Regarding the role of sales in demos, here’s what NOT to do: 1. Nothing. 2. Way too much.

Stunningly Awful Demos – Lost in the Weeds

How do we simultaneously encourage questions, yet make sure they don’t take us off track?

Stunningly Awful Demos – The Relative Irrelevance of Set-Up Mode

It’s Monday morning and you’ve just arrived in your office – what is the first thing you do?

Vision Generation Demos

What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business ...

Stunningly Awful Demos: Waaay Out of Alignment

I’m often surprised at how traditional demos are organized – they seem to focus on the least important items for the target audience.

Stunningly Awful Demo Phrases

Here are a handful of phrases that we often hear from software vendors in demo meetings, followed by what the customer thinks in response…

Stunningly Awful On-Boarding Demos – The Trouble Begins

“Learn the demo…” the group of newly hired presales folks are told, “and when you think you’re ready, we’ll have you present the demo back ...

Stunningly Awful Sales Tactics – The Future-Sales Prevention Team Or ​The Curse of the Hunter-Farmer Model

re your sales teams traditional, better than average, or truly great?  Contemplate the following (ugly) scenario...

Stunningly Awful Demo Communication – Unencrispening the Demo

Here are a few areas where we can likely improve our verbal delivery in demos...

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 important: ...

Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!

Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears ...
Scroll to Top