Great Demo!

Here are a handful of phrases that we often hear from software vendors in demo meetings, followed by what the customer thinks in response… ...

Interestingly, it turns out that nearly every culture around the world uses onions as one of foundation ingredients in cooking.  Why?  the ...

Hi All, Many of you have asked for a way to help refresh and reinforce the ideas we covered in our Great Demo! Workshops and Seminars –...

There are two Great Demo! Public Workshops currently scheduled for 2015, as follows: -           May 14-15 – Near Salt Lake City, UT.  ...

I am amazed (and quietly proud) to report that well over 20,000 copies of Great Demo! have been purchased (not including re-sales of used ...

“Learn the demo…” the group of newly hired presales folks are told, “and when you think you’re ready, we’ll have you present the demo back ...

Avoid the Tyranny of One-Size-Fits-All Demos!  The recording is now available from the brief, but surprisingly compelling Great Demo! o...

Imagine yourself as a customer in the following situation:  You’ve decided you need to improve your sales forecast and pipeline management ...

In some cases, nothing!  The best part of a joke comes (wait for it…) at the end.  However, the best part of a demo should be presented in ...

No CFO will approve a major expansion of software without a clear understanding of the value equation.  The challenge, often, is that the p...

Traditionally, vendors identify a set of Buyer Stages – the steps and thinking that a customer goes through en route to purchasing a produc...

I am amazed at how many vendors cold-call me, without doing ANY prior research on me or my company.  A little web searching (very little, f...

Hi All, Here’s the current list of articles on demos in case you’ve missed any, organized by topic.   They are available on this we...

Until recently, I have generally cautioned against using recorded demos (e.g., from AutoDemo) in marketing and sales processes, as it is un...

Here’s a link to a podcast with Tom Cooper of the BrightHill Group ( http://brighthillgroup.com ) discussing some key demo ideas:  http://b...

Many software products offer a set of toolbars or palettes that are specific to the application.  I suggest starting your demos with these ...

I can’t tell you how many times I hear the presenter say, in a demo, "I've saved the best part for last..."  And this is offe...