Great Demo!

Just heard this nice revision of the old expression regarding “Buying it back”.  It used to be (in the U.S.), “We just need a Chevy, not a ...

I recently came across SkyTap, ( www.SkyTap.com ) an organization that provides cloud-based environments for development, testing, training...

Not once, not twice, but THREE TIMES last week I received email messages from vendors’ sales and presales folks that presented dates and ti...

We have just a few seats remaining available for our upcoming Great Demo! Public Workshop, scheduled for May 18-19 in Sunnyvale, CA (Silico...

How many times have you heard someone say, in a demo, “Let me explain what is happening behind the scenes…”?  As an audience member, do you...

I recently completed an interview with the fine folks at Refract ( http://enable.refract.tv/enable-blog/musings-from-a-software-demo-guru-a...

Scott Sambucci, who leads SalesQualia , drives a discussion with me on demos, life, the universe and everything (OK, mostly on demos). L...

I am often surprised at how many participants in Great Demo! Workshops have never been a customer – or have never seen another vendor’s dem...

Two Great Demo! Public Workshops are currently scheduled for 2016, as follows: -           May 18-19 – Sunnyvale, CA (Silicon Valley)....

I was reminded of this classic story by a colleague who noted that it is a good allegory for Vision Generation demos with differing audienc...

I was recently watching a series of demos presented by a vendor to their customers and noted two rather astonishing things: Astonishing...

Here’s a non-obvious tip:  start your demo in email, showing an “unopened” email message – which could contain or link to an alert, report,...

What’s the difference between “Vanilla" vs. "Custom" Demos in some organizations? The “Vanilla” demo is a script, create...

What are the main challenges for managers who wish to coach their team members’ delivery of demos?  (And for team members who desire to imp...

Contemplate the following idea:  Every competitively advantageous feature in your offering should have one or more Discovery questions asso...

What is a Vision Generation demo?  It is just enough demo to generate a vision in the customer’s mind that a solution to a business challe...

A recent Great Demo! Workshop participant noted that traditional “overview” demos are similar to what he called, “Serial Serving”.  Intrigu...

In response to a number of requests, here’s a quick update on the articles published over the past year (plus a few months): -         ...

When doing Discovery, “BANT” is simply insufficient for non-transactional software sales cycles.  (BANT = Budget, Authority, Need(s), Timel...

It is much harder to produce a short, crisp demo than to execute a traditional long one.  Why?  Because It requires more thought and more e...

The Curse of Knowledge is, indeed, a curse for presales and sales folks – and the seasoned veterans are at highest risk.  It comes in (at l...

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