Monday, January 2, 2017

Great Demo! and Stunningly Awful Demos Articles – What Have You Missed?

Hi All,

Here’s the current list of articles on demos in case you’ve missed any, organized by topic.  They are available on our website at www.SecondDerivative.com/articles.html.  Each article has its own page and a link to a downloadable PDF version – feel free to forward them on to others, as well.

If you have ideas or suggestions for new articles, please let me know.  I’ll list a few candidates at the bottom – you can vote for the ones you’d like to see!

The “Stunningly Awful Demos” Series (a perennial favorite!)
ü  Stunningly Awful Demos - Lost in the Weeds
ü  Stunningly Awful Demos - The Relative Irrelevance of Set-Up Mode
ü  Stunningly Awful Demos:  Waaay Out of Alignment
ü  Stunningly Awful Demo Phrases
ü  Stunningly Awful On-Boarding Demos – The Trouble Begins
ü  Stunningly Awful Sales Tactics – The Future-Sales Prevention Team
ü  Stunningly Awful Demo Communication – Unencrispening the Demo
ü  Stunningly Awful Sales Kickoff Demos:  Selling to Your Sales Force – the Toughest Customer of All!
ü  Stunningly Awful Demo Outcomes – Why Objections Shouldn't Need To Be Overcome
ü  Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When and How
ü  Stunningly Awful Demos – Two Words to Avoid
ü  Stunningly Awful Web "Overview" Demos – The Gruesome Anatomy of a 1-Hour Web Overview
ü  Stunningly Awful Demos – Insufficient Discovery
ü  Stunningly Awful Demo Evolution Have You Ever Seen Demos Get Shorter?
ü  Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT To Do
ü  Stunningly Awful Demos Debilitating Demo Diseases
ü  Stunningly Awful Demos Debilitating Demo Diseases Additional Afflictions
ü  Stunningly Awful Sales Prevention Demos
ü  Stunningly Awful SaaS Demos Lost in the Clouds
ü  Stunningly Awful Remote Demos The Top Ten List of Inflicting Pain at a Distance
ü  Stunningly Awful Demo Situations The Horror of Scripted Demos
ü  Stunningly Awful Software Evaluations A Strategy of Hope?
ü  Stunningly Awful Demos Team Practices Where 1 + 1 = 0

Great Demo! Core Concepts
ü  Vision Generation Demos - The Crisp Cure for Stunningly Awful Harbor Tours
ü  Let's Talk About Value – Uncovering the Delta
ü  Surprisingly Delectable Demos – Delightful Dining Analogies
ü  Why Structure a Demo Like a News Article?
ü  The Great Demo! Top Ten List
ü  Stunningly Awful Demo Evolution – Have You Ever Seen Demos Get Shorter?
ü  Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT To Do
ü  Stunningly Awful Demos Debilitating Demo Diseases
ü  Stunningly Awful Demos Debilitating Demo Diseases Additional Afflictions
ü  Stunningly Awful Sales Prevention Demos
ü  Attention Retention in Demonstrations
ü  Too Complex – A Demo Disaster Story
ü  Stand Away From The Mouse! – Letting Your Champion Drive

Advanced Topics
ü  Stunningly Awful Demos – Insufficient Discovery
ü  The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
ü  Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When and How
ü  Stunningly Awful Demo Outcomes – Why Objections Shouldn't Need To Be Overcome
ü  Stunningly Awful Sales Tactics – The Future-Sales Prevention Team
ü  Stunningly Awful Demos – Two Words to Avoid
ü  What Makes a Demo Truly Remarkable?
ü  Demo Capital Underutilized, Undervalued and Often Insufficient
ü  Stunningly Awful SaaS Demos Lost in the Clouds
ü  Storytelling and Demos
ü  Why Don't They Get It Are They Stupid Or What?
ü  Are You a Demo Expert? Why Experts Should Feel Uncomfortable
ü  We Are Programmed to Forget - And Its Impact on Our Demos
ü  Four Opportunities to Harvest The Value of Informal Success Stories
ü  Transition Vision - "We Love It But How Are We Going To Get There?"
ü  The Database Break-Even Point

Remote Demos
ü  Stunningly Awful Web "Overview" Demos – The Gruesome Anatomy of a 1-Hour Web Overview
ü  Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at a Distance
ü  Remote Demos The Role of the Active Conduit
ü  Remote Demonstrations What Can We Do Better?
ü  Demos to Mixed Local and Remote Audiences – Tips to Handle Combination Situations

RFP’s, Scripted Demos, POC’s, Trials and Evaluations
ü  Stunningly Awful Demo Situations The Horror of Scripted Demos
ü  Stunningly Awful Software Evaluations A Strategy of Hope?

Team Topics
ü  Stunningly Awful Sales Tactics – The Future-Sales Prevention Team
ü  Stunningly Awful Demo Communication – Unencrispening the Demo
ü  Death By Corporate Overview
ü  Stunningly Awful Demos Team Practices Where 1 + 1 = 0

New Product Roll-out
ü  Stunningly Awful Sales Kickoff Demos:  Selling to Your Sales Force – the Toughest Customer of All!
ü  Why Don't They Get It Are They Stupid Or What?

Presentation and Delivery Tips
ü  The Meaningless-Filler Gratuitous-Phrases Vocabulary List
ü  The Content-Free Buzzword-Compliant Vocabulary List

Growth and Development
ü  Demo Skills Assessment Do It Now

Recorded and Website Demos
ü  Auto-Demo Hell
ü  More Auto-Demo Hell A "Customized" Recorded Demo?
ü  [On the positive side, check out Consensus at www.Consensus.com]

Trade-show Tactics
ü  Trade Show Demonstrations The Menu Approach

Just For Fun
ü  'Twas the Night Before the Big Demo – a Hopeful Holiday Poem

And in the Future…
Here are a few candidate topics for my next articles:

-        Dealing with A Day in the Life
-        Stunningly Awful Demo Environments – Failing Early and Far Too Often
-        Eight Engaging Examples (What Does “Great” Look Like?)
-        Workflow Analysis – Uncovering Four Delightful Pieces of Information (That You Need)
-        The Delusion of Product-Centric Demos
-        Stunningly Awful Demo Detail – Let Me Explain What Happens Behind the Scenes
-        The Terrible Tabs Death March

Vote for the ones you’d like to see and/or suggest others…!


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To access these articles, visit our website at www.SecondDerivative.com.  For demo tips, best practices, tools and techniques, join the Great Demo! LinkedIn Group or explore our blog at www.SecondDerivative.com/blog.html.


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