Why Your Demos May be Costing You Deals
I joined the fine folks at Austin Lawrence Group for this 35-minute conversation:
00:45 Provocative Questions!
01:15 Common demo mistakes and a tasty example
02:45 The end result! “How” vs “What” (and “Why”)
04:00 A (painful) bicycle accident analogy
04:45 Flip your demo upside down!
05:00 Tailoring demos to your audience – a CRM system example
06:45 A structured approach
08:00 How does Great Demo! differ from traditional approaches?
09:45 What is “Buying It Back”?
10:45 What’s the difference between skills and methodology?
12:15 What can we learn from news articles?
14:25 How should discovery work (or work best)?
16:00 What’s a solution for “Just show me a demo…!”
17:00 Two types of buyers? And the horrors of Lead Churn!
19:25 Who should give demos?
23:00 A different take (or two!) on storytelling in demos
29:00 What demo metrics should we track?
32:00 A Great Demo! success story?
33:30 How can you contact Great Demo!
Enjoy this podcast here!
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