Monday, May 22, 2017

Demo “Chunks”, Attention, and Agendas

The average adult human can pay attention for (any guesses?) about 10 minutes, maximum, before he/she needs to be “refreshed” in some way.  [Take a deeeeep breath – let it out…]  Some researchers comment that a more realistic limit for business people is 5-7 minutes; less if they are seeing a presentation or demo over the web.

This suggests that when you present a demo, you need to break it up into consumable components – chunks – and your chunks should be no longer than 10 minutes, at maximum!

A great way to structure in chunks is to generate and work from an agenda, or road-map, for your demo.  You present your agenda at the beginning and return to it after each chunk is completed.  The act of returning to your agenda reminds you to summarize and provides your audience with a cue that it is their turn for questions, if they had been otherwise holding back.

I like to use open box bullets for each agenda item initially and then show that each item has been addressed by changing the open box to a “check” or “tick” box – which means that I return to my agenda after each chunk.

If you do the math, for a 1 hour demo you should contemplate having at least 6 chunks and (therefore) 7 uses of your agenda.

Friday, May 5, 2017

Friday Fun - Amusing Presales Videos

Here are a handful of amusing and/or cynical presales-related videos for your viewing pleasure:

- Rockwell Turbo Encabulator: Wonderfully produced demo spoof -
- The Expert: Less about demos, but fun in any case -
- Pre-sales Life 1.0 – sadly funny… -
- A conference Call in Real Life – WebEx/GoToMeeting/etc. horrors we’ve all lived through -  
- Subterranean Presales Blues – older but fun also -
- Apple and Dongles (gosh, the word itself is funny…) -
- And dongles again (this is actually a very well produced Zoom ad…) -

Any others to add?

Friday, April 28, 2017

[Warning: Shameless Self-Promotion Alert!] Great Demo! Public Workshop May 3-4 - Last Call

We have just a few more seats available for the next Great Demo! Public Workshop, scheduled May 3-4 in Sunnyvale, CA - last chance!

Registration and additional information for this Workshop can be found at  

Public Workshops are excellent opportunities for individuals, small groups or for teams that have new hires. They are 1.75-Day Workshops, with the first day focusing largely on core Great Demo! material and the second ¾ day addressing more advanced topics and techniques. 

We’ve found that these sessions are most productive when there are two or more participants from each organization – and best when a combination of sales and presales participants are present (singletons are also fine). This helps to mimic real-life interactions as much as possible, both when preparing demos and delivering them in the role-play sessions.