Great Demo!

Miller Heiman just released the results of their October 2008 study, which defines “World-class” sales organizations as being much more like...

A recent article in eWeek gives us insights into our customers’ perspective when they are contemplating purchasing SaaS offerings (“Taking M...

I note a (potentially new) demo recording tool is available: DemoWorks, by ComponentOne. It appears to offer a reasonable range of recordi...

No, not necessarily for teaching developers how to demo to others in their organization and to customers (although that is a good idea…!), ...

Here is an article by Carmine Gallo about John Chambers’ demos, as prepared and supported by Jim Grubb (Cisco’s Chief Demo Officer…): http:/...

What is the strategy for handling situations where you are face-to-face with one group of customers and other participants are connecting r...

Here's a simple, but important tip, when delivering Remote Demos to an audience of mulitple people in one location: Ask your host or Ch...

I recently saw a crisp explanation of Geoffrey Moore’s “Crossing the Chasm” key groups, with each group’s perspective summarized in a few wo...

The team at TED ( www.ted.com ) has been providing a platform to showcase some of the most stimulating, interesting and entertaining present...

I just ran across an excellent website ( http://www.executiveplanet.com/index.php?title=Main_Page ) that lists information on a range of cou...

Deadendedness – Death by Cul-de-Sac Symptoms: Presenter pursues non-productive pathways, perusing pointless possibilities and dead-ends. E...

‘Twas the Night Before The Big Demo (with apologies to Clement Clarke Moore) ‘Twas the night ‘fore the demo and all through the house Not a ...

Acronymophilia Symptoms: Fits of sentences filled with vendor-specific acronyms, used both as nouns and verbs. Assumption that audience ha...

We recently purchased a “point-and-shoot” digital camera – and I was struck by how well the camera packaging and instructions map to Great D...

Here’s another example of a website following the “Menu Approach” – simple but effective: http://www.marketboomer.com.au/index.php .

Architecturitis – Death by Rectangles Symptoms: Presentation of architectural slides and diagrams early in the demo, well before any discus...

A laboratory experiment was purported to have been carried out in which a frog was boiled to death – semi-voluntarily. In the experiment, a ...

"The right word may be effective, but no word was ever as effective as a rightly timed pause."- Mark Twain

I’ve recently had seen SMART Boards used very effectively to deliver demos at trade-shows and in vendor site “demo rooms”. A key advantage ...

Content-Free Pestilence – Buzzword Plague Symptoms: Constant use of meaningless buzzwords and phrases. Lack of substance. Examples: “Our ...

Pointer Palsy Symptoms: Presenter waves pointer vaguely at screen; pointer moves around constantly; use of broad sweeping movements with ...

Stunted Pain Development – Solution Abruption Symptoms: Precipitous presentation of product-oriented solutions to problems prior to plumbi...

Logorrhea – Excessive Talkativeness Symptoms: Customer is unable to break-in to ask a question; presenter feels obligated to keep on talkin...

Infection – Group Blindness Symptoms: Doing the same demo(s) over and over, regardless of customer needs or desires. Examples: “We’ve alw...

Harbor Tour Delusion – Living in the Land of Hope Symptoms: Presenting a long, tortured demo that attempts to cover all of the possible cus...