Great Demo!

Have you ever made a major software purchase?   What happened the moment you issued that purchase order – and when was that pressure final...

In response to a number of requests, here’s a quick update on the articles published recently: -           Stunningly Awful Demo Outc...

‘Twas the Night Before The Big Demo (with apologies to Clement Clarke Moore)   ‘Twas the night ‘fore the demo and all through th...

We are offering three Great Demo! Public Workshops in 2014, as follows: -           March 5-6 – Registration and additional informati...

Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!     Cries of “Who cares?”, “So what?...

“Help me understand how to handle customer objections…” “My team needs to learn how to handle objections…”  What’s wrong with these reque...

Just heard another (delightful) term for “informational/educational” demos:   The “Museum Demo”.   (Let me know if this needs an explanati...

Most traditional demos follow an illogical pathway to show vendor offerings – they spend far too much showing “Set-up” mode vs. “Daily Use...

A demo is, generally speaking, a form of proof or vision generation.   Our objective in sales is to secure the order using the least expe...

Yes, due to overwhelming demand, Great Demo! is now available in Audiobook format at Amazon.com, audible.com. and iTunes.   So now you can ...

The best sales teams go back to their customers well after the sale has been completed and ask, “So, what made you choose us [over XXX com...