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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 ...

Stunningly Awful SaaS Demos – Lost in the Clouds

What are the challenges of presenting SaaS offerings vs. “traditional” or “on-premise” software products? SaaS demos present specific opportunities for disaster – several of which ...

Remote Demos – the Role of the “Active Conduit”

The (very) best practice for Remote Demos is to split your forces...

Are You a Demo Expert? – Why Experts Should Feel Uncomfortable

If you are a Demo Expert, you should be consciously uncomfortable. You should always be alert to find ways to improve your practice.

Demo Skills Assessment – (Why) Do It Now

How do you know you are doing a good/adequate/terrific job if you don’t measure your results?

Stunningly Awful Sales Prevention Demos

Does your organization have a “Sales Prevention Team” – people or processes that lengthen sales cycles and lose deals? Here are a few true examples ...

Remote Demonstrations – What Can We Do Better?

The name of the game in remote demonstrations is interactivity! This article provides ideas on how to take your stimulating personality, squeeze it through that ...

Stunningly Awful Demo Evolution – Have You Ever Seen Demos Get Shorter?

The result? Audiences are bored, frustrated and often leave mid-way through, causing sales teams to exclaim, “Wait – don’t leave! We haven’t gotten to the ...

Stunningly Awful Demo Team Practices – Where 1 + 1 = 0

Here’s a collection of torturous team tactics, awful errors and faulty communications you can follow to increase the likelihood that your team’s demos will fail. ...

DEMOS TO MIXED LOCAL AND REMOTE AUDIENCES

What is the strategy for handling situations where you are face-to-face with one group of customers and other participants are connecting remotely?

Stunningly Awful Demos – Debilitating Demo Diseases

Here is a compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos. We identify the ...

Debilitating Demo Diseases – Additional Afflictions

We continue the compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos.
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