The SaaS Backwards Podcast and Great Demo!

Why Your Demos May be Costing You Deals

I joined the fine folks at Austin Lawrence Group for this 35-minute conversation:

• 00:45   Provocative Questions!
• 01:15   Common demo mistakes and a tasty example
• 02:45   The end result! “How” vs “What” (and “Why”)
• 04:00   A (painful) bicycle accident analogy
• 04:45   Flip your demo upside down!
• 05:00   Tailoring demos to your audience – a CRM system example
• 06:45   A structured approach
• 08:00   How does Great Demo! differ from traditional approaches?
• 09:45   What is “Buying It Back”?
• 10:45   What’s the difference between skills and methodology?
• 12:15   What can we learn from news articles?
• 14:25   How should discovery work (or work best)?
• 16:00   What’s a solution for “Just show me a demo…!”
• 17:00   Two types of buyers? And the horrors of Lead Churn!
• 19:25   Who should give demos?
• 23:00   A different take (or two!) on storytelling in demos
• 29:00   What demo metrics should we track?
• 32:00   A Great Demo! success story?
• 33:30   How can you contact Great Demo!

Enjoy this podcast here!