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Articles
Stunningly Awful Demo Communication – Unencrispening the Demo
Here are a few areas where we can likely improve our verbal delivery in demos...
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 ...
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.
Auto-Demo Hell
We’ve all experienced some sort of software demo hell, either as a member of the audience, or, more painfully, as the presenter. But the days ...
More Auto-Demo Hell – A “Customized” Recorded Demo?
Should or could a recorded or canned demo be “customized”? Interesting and tough challenge…!
Why Don’t They “Get It” – Are They Stupid Or What?
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect ...
Transition Vision – A Competitive Differentiator
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over ...
Attention Retention and Demos
When does your audience pay the most attention in your demos? At the beginning? In the middle? At the end? When do they pay the ...
Stunningly Awful Demo Situations – The Horror of Scripted Demos
What can be done to increase success rates when dealing with scripted demo situations? Here are few ideas that may yield improvements in your close ...
The Meaningless-Filler Gratuitous-Phrases Vocabulary List
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
Four Opportunities to Harvest: The Value of Informal Success Stories
What might be the single most important asset for your sales and marketing toolkit?
Stunningly Awful Demo Communication – Unencrispening the Demo
Here are a few areas where we can likely improve our verbal delivery in demos...
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 ...
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.
Auto-Demo Hell
We’ve all experienced some sort of software demo hell, either as a member of the audience, or, more painfully, as the presenter. But the days ...
More Auto-Demo Hell – A “Customized” Recorded Demo?
Should or could a recorded or canned demo be “customized”? Interesting and tough challenge…!
Why Don’t They “Get It” – Are They Stupid Or What?
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect ...
Transition Vision – A Competitive Differentiator
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over ...
Attention Retention and Demos
When does your audience pay the most attention in your demos? At the beginning? In the middle? At the end? When do they pay the ...
Stunningly Awful Demo Situations – The Horror of Scripted Demos
What can be done to increase success rates when dealing with scripted demo situations? Here are few ideas that may yield improvements in your close ...
The Meaningless-Filler Gratuitous-Phrases Vocabulary List
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
Four Opportunities to Harvest: The Value of Informal Success Stories
What might be the single most important asset for your sales and marketing toolkit?