Great Demo!

A number of Great Demo! practitioners report that customers expect to see traditional, boring, save-the-best-for-last show-up-and-throw-up...

I’ve noted that when vendors describe customer “pain” in terms of “Your current solution…” the apparent pain may be reduced – and can contr...

Far too often in demos, we get questions that either drive us into the weeds (too much detail) or we jump into the weeds ourselves…  Here a...

What can we learn and apply to delivering demos from musical performance and improv comedy?  A lot!  Here’s a short set of ideas to get sta...

Our next Great Demo! Public Workshop is scheduled for October 12-13 in Sunnyvale, CA (Silicon Valley).  Registration and additional informa...

I was listening to a recording of a web-delivered demo today and found myself shaking my head in disbelief as it unfolded: After the ub...

A recent Great Demo! Workshop participant noted that after he had put the method into day-to-day practice, he experienced an unanticipated ...

It’s Monday morning and you’ve just arrived in your office – what is the first thing you do?  Build a brand new dashboard or report Se...

This is a “two-fer” – two blog ideas in one!  First, many of you have asked for an example of what a Great Demo looks like – we are wel...

Our next Great Demo! Public Workshop is scheduled for October 12-13 in Sunnyvale, CA (Silicon Valley).  Registration and additional informa...

What do you do when you start your business day on Monday morning? In Great Demo! Workshops, I often introduce the idea of “Daily-Use M...

I recently had a chance to explore using Zoom ( www.Zoom.us ) and find it to be a very good alternative to WebEx, GoToMeeting and join.me. ...

I was recently listening to a recording of a truly painful, stunningly awful demo from one of my prospects – and the more I heard, the wors...

Want to put a prospect on the defensive?  Ask the following questions too early in an initial call: “Is this a concrete project?” “D...

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...