Great Demo!

A colleague recent sent me Cheat-Sheets for PowerPoint and other Microsoft Office products (actually called “Quick Reference Cards” – but Ch...

Here's a simple tactic to enable an audience to "catch-up" with what you are showing on your screen, particularly when dealig ...

This book doesn’t appear to be about business, necessarily, but – it definitely is! Brain Rules provides both the explanation and, more im...

Imagine you want to drive to the store to pick up a few things for dinner – a trip that normally should take 10 minutes one way. You get in...

Given that the purpose of software demonstrations is to (1) build a vision of a solution or (2) show proof, everything we do in a demo needs...

How does cognitive dissonance apply to delivering demos? Cognitive dissonance can be defined as an uncomfortable feeling caused by holdin...

I was learning about a software company’s presales on-boarding process recently and noted a practice that reminded me of a Seth Godin blog p...

A recent article in the January 2010 edition of Purchasing offered a checklist for customers of contract management software – and is a good...

We are holding an open 1-Day Great Demo! Workshop March 17, 2010 in San Jose, California. The event is co-sponsored by SKMurphy ( www.SKMurp...

A recent article providing product selection tips for customers evaluating software offerings included the following advice: - Comp...

Getting into a groove can be a Good Thing – in that we get comfortable and proficient following a specific pathway… Getting into a rut may b...

I sat in on a demo recently where the presenter navigated to a page with about 10 tabs displayed across the screen and then proceeded to mar...

I’ve watched a number of vendors struggle with trying to connect to their network/software applications when at customer sites. Typically,...

I’ve noted that the best practice for Remote Demos is to have a representative at the customer site to be your active conduit of information...

Sometime during the last few months Great Demo! passed the 10,000 copies purchased mark (wow!) – this doesn’t include copies resold on eBay ...

After answering a question, in the midst of a demo, most presenters simply turn back to their flow and pick up where they left off. This ma...

Indeed we are – and consider the impact this has on traditional software demos! Imagine you are driving home from work or on an errand… Wha...

Here’s a terrific idea for training new presales staff: Teach them your discovery/qualification process before teaching how to demo your sof...

Years ago, a colleague introduced me to the concept of “Controlled” vs. “Uncontrolled Vocabulary”. Watching a series of demos recently remi...

We are holding an open 1-Day Great Demo! Workshop March 17, 2010 in San Jose, California. The event is co-sponsored by SKMurphy ( www.SKMur...

While this is certainly obvious, I’m occasionally amused – and sometimes astonished – by vendors who forget to close their Remote Demo meeti...

We all know that we need to gain a sufficient understanding of our customers’ needs and specific situations before proposing solutions – and...

Here’s another option when responding to sales’ calendar requests for demo resources: Choose “Tentative”. You can leave your response as “...

Consider hosting your Remote Demo sessions (e.g., using WebEx, GoToMeeting, Adobe Connect, etc.) on separate computer – not the one you are ...

Software has always been an “intangible”, making it difficult to understand the value of what the software offers – and it only gets harder....