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Articles
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…!
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?
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 ...
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome
“Help me understand how to handle customer objections…” “My team needs to learn how to handle objections…” What’s wrong with these requests?
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How
Competitive Differentiation: vendors want to differentiate, vendors try to differentiate, but most vendors fail to meaningfully and successfully differentiate, in the opinion of their customers. ...
Surprisingly Delectable Demos – Delightful Dining Analogies
What could we possibly learn from the realm of restaurants and food that we can apply to the wonderful world of demos? Much more than ...
Competitive Demo Situations – Biasing Towards Your Strengths
What can you do to differentiate from your competition and increase your chances for success?
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where: a. You find yourself in front of an audience about which you know nothing of their needs ...
Why Structure a Demo Like a News Article?
Remember newspapers – the analog version of web-delivered news? News organizations have been presenting information for several hundreds of years, in print and more lately ...
Stunningly Awful Demos – Insufficient Discovery
Imagine walking into a doctor’s office and, before you can open your mouth, the doctor immediately writes prescriptions for a broad range of drugs… The ...