If you have ideas or suggestions for new articles, please let us know. We’ll list a few candidates at the bottom – you can vote for the ones you’d like to see!
Great Demo! Methodology Basics
Title | Abstract/Topic |
Stunningly Awful Demos – The 2020 Great Demo! Top Ten List of What NOT to Do | Exactly that! |
The less amusing version of the above. | |
Key Great Demo! concepts outlined – along with the studies that validate these ideas. | |
An exploration of Inverted Pyramid – a key Great Demo! concept (validated above). | |
How your use of “If” and “or” cases can derail your demos… | |
A real-life disaster story told and examined – so you don’t do the same! | |
How much to present (or how little) – and an alternative approach. | |
Uncovering and communicating value – and the importance of tangible value vs. platitudes. | |
Stunningly Successful Great Demo! Implementation – A Practitioner’s Perspective | Guidelines and steps for implementing the Great Demo! methodology. |
Partnering with your sales colleagues – team tactics for successful demos, with a focus on Great Demo! specifics. | |
Managing questions and time elegantly and professionally. | |
Hint: Morning is MUCH better than afternoon! | |
Why traditional demos aren’t getting the job done – and some Great Demo! approaches to apply instead. | |
Methods to improve your audience’s ability to remember your message. | |
Classic cautions and rescues for both members of the team – sales and presales. | |
Disasters Neatly Averted – Dealing with Day-In-the-Life Demos | Methods to avoid painful “day in the life” demos – and associated painful outcomes. |
Stunningly Awful Demos – The Relative Irrelevance of Set-Up Mode | When and when not to present “Set-up Mode” vs. “Daily-use Mode” capabilities. |
Do’s and don’ts when working with a customer’s multiple players at multiple levels – executives, middle managers, staffers and administrators. | |
Deconstructing traditional demos – and reconstructing with Great Demo! approaches. | |
Transition Vision – “We Love It – But How Are We Going To Get There?” | A very effective “next steps” conversation with the customer. |
Why “Do the Last Thing First” is so important – and the importance of summaries. |
Advanced Great Demo! Methodology Topics
Title | Abstract/Topic |
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique | Trying to pack 2-3 hours of “overview” into 60 minutes? Try the Menu Approach to enable smoother, more effective engagement. |
Vision Generation Demos – The Crisp Cure for Stunningly Awful Harbor Tours | How to present just enough to satisfy customers’ desire to “see a demo” and move into Discovery. |
Extending the methodology to handle situations with multiple players and multiple solutions – this could be one of the most useful articles for you! | |
Stunningly Awful Sales Tactics – The Future-Sales Prevention Team | Traditional vs. good vs. great account management – and an exploration of Transition Vision concepts to help customers achieve success in a managed process. |
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome | How richer Discovery conversations and the Great Demo! approach reduce objections later in the sales process. |
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When and How | Managing and outflanking competition – when and how to do it elegantly and effectively. |
Why doing Discovery is so important and an introduction to successful tips and methods. | |
Strategy, positioning and demo tactics to secure renewals and expansion sales. | |
Exactly that! | |
When and how to use “Lunch and Learn” sessions. | |
Why DID They Buy – Fabulous Fuel for Sales, Presales and Customer Success | The process for uncovering the capabilities your customers are consuming – and the value they are gaining from using your software. |
When to use “Journeys” as demo storylines – and when not! | |
An opportunity to reduce “wasted” demos and prime the sales pipeline. | |
An exploration of demo and presales skills, roles and personal development. | |
When and how to use metaphors and analogies in your demos. | |
Guidelines and some surprising best practices in establishing and maintaining your organization’s demo environment. | |
A Story of LEGO Bricks, Software Demos, and Vision Generation | A real-life story and example of how to present demos of “toolkit” software. |
Ideas that can help justify Great Demo! training – as well as insights to guide your personal development. | |
A mini-book on methodology implementation –largely for managers – identifying do’s and don’ts, with examples for Great Demo! | |
Some proven methods to take your demos to a higher level of performance. | |
Another terrific tip to make your demos more engaging and remarkably successful! |
Pursuing and Justifying Great Demo! Training
Title | Abstract/Topic |
Ideas that can help justify Great Demo! training – as well as insights to guide your personal development. | |
Key Great Demo! concepts outlined – along with the studies that validate these ideas. | |
Exactly that! | |
Why traditional demos aren’t getting the job done – and some Great Demo! approaches to apply instead. | |
What Can We Learn by Analyzing 67,149 Software Demos? Some Surprising New Insights | The original study delightfully validating Great Demo! methodology. |
Remote Demos – Operating Over the Web
Title | Abstract/Topic |
Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at a Distance | What NOT to do over the web. |
Exactly that! | |
A great starter set of ideas that can be applied right away. | |
The Zoom Scan – What It Is, Why It Is Important, and How to Do It | Getting more comfortable with operating over the web – some advanced tips and methods. |
Using a colleague to help prepare for and manage demos delivered over the web – an under-used best practice! | |
A terrific summary of the basics! | |
Demos to Mixed Local and Remote Audiences – Tips to Handle Combination Situations | Exactly that! |
Doing Discovery
Title | Abstract/Topic |
Why doing Discovery is so important and an introduction to successful tips and methods. | |
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When and How | Managing and outflanking competition – when and how to do it elegantly and effectively. Hint: do it during Discovery! |
Vision Generation, The Menu Approach and Other Self-Rescue Topics
Title | Abstract/Topic |
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique | Trying to pack 2-3 hours of “overview” into 60 minutes? Try the Menu Approach to enable smoother, more effective engagement. |
Vision Generation Demos – The Crisp Cure for Stunningly Awful Harbor Tours | How to present just enough to satisfy customers’ desire to “see a demo” and move into Discovery. |
A Story of LEGO Bricks, Software Demos, and Vision Generation | A real-life story and example of how to present demos of “toolkit” software. |
How restaurant practices can be delightfully applied to Great Demos – menus, vision generation and more. | |
Demos, the Technology Adoption Curve, and Vision Generation. |
Storytelling and Demos
Title | Abstract/Topic |
Exactly that! | |
When to use “Journeys” as demo storylines – and when not! | |
When and how to use metaphors and analogies in your demos. | |
Disasters Neatly Averted – Dealing with Day-In-the-Life Demos | Methods to avoid painful “day in the life” demos – and associated painful outcomes. |
For Managers (But Individual Contributors Are Also Welcome!)
Title | Abstract/Topic |
Deconstructing traditional demos – and reconstructing with Great Demo! approaches. | |
A mini-book on methodology implementation –largely for managers – identifying do’s and don’ts, with examples for Great Demo! | |
Stunningly Awful Sales Tactics – The Future-Sales Prevention Team | Traditional vs. good vs. great account management – and an exploration of Transition Vision concepts to help customers achieve success in a managed process. |
Demo Capital – Underutilized, Undervalued and Often Insufficient | Identifying, assessing and leveraging your tangible and intangible demo assets. |
The “Stunningly Awful Demos” Series (a perennial favorite!)
Title | Abstract/Topic |
Stunningly Awful Demos – The 2020 Great Demo! Top Ten List of What NOT to Do | Exactly that! |
Exactly that! | |
Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at a Distance | What NOT to do over the web. |
Managing questions and time elegantly and professionally. | |
Why doing Discovery is so important and an introduction to successful tips and methods. | |
Stunningly Awful Demo Evolution- Have You Ever Seen Demos Get Shorter? | Recognizing and dealing with the demo challenges associated with evolving software and new releases. |
Stunningly Awful Demos – The Relative Irrelevance of Set-Up Mode | When and when to present “Set-up Mode” vs. “Daily-use Mode” capabilities. |
Fun, but thought provoking – when “Vendor says xxx”, “customer thinks yyy…” | |
Classic cautions and rescues for both members of the team – sales and presales. | |
Stunningly Awful Sales Tactics – The Future-Sales Prevention Team | Traditional vs. good vs. great account management – and an exploration of Transition Vision concepts to help customers achieve success in a managed process. |
Stunningly Awful Demo Communication – Unencrispening the Demo | More on crisp and clear vs. ineffective and confusing communication. |
Stunningly Awful Sales Kickoff Demos: Selling to Your Sales Force – the Toughest Customer of All! | Successful methods to fire-up your sales team with your new product and new releases. |
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome | How richer Discovery conversations and the Great Demo! approach reduce objections later in the sales process. |
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When and How | Managing and outflanking competition – when and how to do it elegantly and effectively. |
SaaS-specific demo risks, challenges and mistakes – and how to address. | |
An amusing (yet painful) series of typical errors and mistakes in demo delivery. | |
Symptoms, examples and cures for common demo diseases. | |
Stunningly Awful Demos – Debilitating Demo Diseases Additional Afflictions | More symptoms, examples and cures for common demo diseases. |
Stunningly Awful Demo Situations – The Horror of Scripted Demos | Strategies and tactics to manage RFP responses and scripted demo situations. |
Guidance on managing successful POCs, POVs, and other evaluations. | |
Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT to Do | Older (but still valid) version… |
Humor – With a Bite!
Title | Abstract/Topic |
Exactly that! | |
Fun, but thought provoking – when “Vendor says xxx”, “customer thinks yyy…” | |
Stunningly Awful Demo Communication – Unencrispening the Demo | More on crisp and clear vs. ineffective and confusing communication. |
An amusing (yet painful) series of typical errors and mistakes in demo delivery. | |
Symptoms, examples and cures for common demo diseases. | |
Stunningly Awful Demos – Debilitating Demo Diseases Additional Afflictions | More symptoms, examples and cures for common demo diseases. |
The article that started these articles…! Alternatives to typical buzzwords. | |
A real-life disaster story told and examined – so you don’t do the same! | |
A holiday favorite! |
Presales Growth and Personal Development
Title | Abstract/Topic |
An exploration of demo and presales skills, roles and personal development. | |
Actions, expectations and opportunities for presales during a pandemic. | |
Stunningly Successful Great Demo! Implementation – A Practitioner’s Perspective | Guidelines and steps for implementing the Great Demo! methodology. |
A mini-book on methodology implementation –largely for managers – identifying do’s and don’ts, with examples for Great Demo! | |
Are You a Demo Expert? Why Experts Should Feel Uncomfortable | A discussion of why and how to never grow complacent and never stop learning. |
An opportunity to take stock of your current skill set for demos. | |
Eliminate wasted words and sharpen your verbal delivery. | |
The article that started these articles…! Alternatives to typical buzzwords. |
Customer Success
Title | Abstract/Topic |
Stunningly Awful Sales Tactics – The Future-Sales Prevention Team | Traditional vs. good vs. great account management – and an exploration of Transition Vision concepts to help customers achieve success in a managed process. |
Beyond Demos
Title | Abstract/Topic |
Competitive Demo Situations and “Bake-offs” – How to Bias Towards Your Strengths | More surprisingly simple methods to outflank your competition. |
Stunningly Awful Demo Situations – The Horror of Scripted Demos | Strategies and tactics to manage RFP responses and scripted demo situations. |
Four Opportunities to Harvest – The Value of Informal Success Stories | When and why to capture “informal” success stories. |
Guidance on managing successful POCs, POVs, and other evaluations. | |
Insights into accelerating time to value. | |
A few tips for improving results at trade shows and conferences. |
Marketing Topics
Title | Abstract/Topic |
How much to present (or how little) – and an alternative approach. | |
An opportunity to reduce “wasted” demos and prime the sales pipeline. | |
Vision Generation Demos – The Crisp Cure for Stunningly Awful Harbor Tours | How to present just enough to satisfy customers’ desire to “see a demo” and move into Discovery. |
Stunningly Awful Sales Kickoff Demos: Selling to Your Sales Force – the Toughest Customer of All! | Successful methods to fire-up your sales team with your new product and new releases. |
Demos, the Technology Adoption Curve, and Vision Generation. | |
Insights into accelerating time to value. | |
Cautions, tips and guidance for creating recorded demos. | |
More on the same – and a rescue…! |
And in the Future…
Here are a few candidate topics for upcoming articles:
- Doing Discovery – Beyond the Basics
- Great Demo! Principles for Presales Managers
- 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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For more articles on demonstration effectiveness skills and methods, visit our website at https://greatdemo.com/. For demo tips, best practices, tools and techniques, join the Great Demo! LinkedIn Group or explore our blog at https://greatdemo.com/blog/.
