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Stunningly Awful Demos – The 2020 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. ...
Using Analogies and Metaphors (and More) in Demos
Well-crafted analogies and metaphors1 help our audiences remember the key ideas we present in our demos. Some examples are very effective, others could be improved… ...
COVID-19, Presales, and Leadership
This is a critical time for presales folks to leverage their trusted advisor status to lead and guide our customers in operating and communicating over ...
Seven Habits for Stunningly Successful Demos
Here are seven demo success factors that lead to closed business.
Great Demo! Remote Demos Best Practices
Want a horror story? I’ll give you a teaser: The punchline is, “Nope, I’m good…”
Stunningly Successful Great Demo! Implementation – A Practitioner’s Perspective
Some folks start making changes right away. Others watch to see how it goes with their peers. And (sadly) a few ignore the investment completely…
A Perfect Demo Environment…
In your demos, how often do you find you are apologizing for an inability to demonstrate capabilities, complete workflows, or present compelling results and reports? ...
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…
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…” ...
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 Demos – The 2020 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. ...
Using Analogies and Metaphors (and More) in Demos
Well-crafted analogies and metaphors1 help our audiences remember the key ideas we present in our demos. Some examples are very effective, others could be improved… ...
COVID-19, Presales, and Leadership
This is a critical time for presales folks to leverage their trusted advisor status to lead and guide our customers in operating and communicating over ...
Seven Habits for Stunningly Successful Demos
Here are seven demo success factors that lead to closed business.
Great Demo! Remote Demos Best Practices
Want a horror story? I’ll give you a teaser: The punchline is, “Nope, I’m good…”
Stunningly Successful Great Demo! Implementation – A Practitioner’s Perspective
Some folks start making changes right away. Others watch to see how it goes with their peers. And (sadly) a few ignore the investment completely…
A Perfect Demo Environment…
In your demos, how often do you find you are apologizing for an inability to demonstrate capabilities, complete workflows, or present compelling results and reports? ...
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…
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…” ...
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...