What’s important about +1, +49, +44, +33, +91, etc.?
Customizes Based on Prospect’s Geo/Market/Industry
The first small step towards customizing demos to meet prospects’ specific situations is often reflected in the use of market- or industry-specific data sets and vocabulary. This can be as simple as using an adaptive or pre-built demo environment for each industry: manufacturing, finance, pharma, etc. In the absence of adaptive or pre-built environments, practitioners can modify data themselves and apply appropriate terminology in their verbal delivery during demos.
Another dimension at this level of customization is adapting the demo to meet the specifics of a geographic region, which might range from including regional addresses or phone syntax, job titles and local terminology, to verbal delivery using the prospect’s local language (e.g., like Californian, dude!).
Measurement(s) for Achieving Level 2:
- Makes appropriate changes to demo data and verbal delivery.
Pros:
- Shows some sensitivity to regionality and/or markets.
Cons:
- A nominally improved Harbor Tour (preferred seating section)!
- Still unsuitable for Vision Generation.
- Still unsuitable for achieving Technical Proof.
- Demos are still a monologue.
- Still suffers from severe Buying It Back.
Grade: D-
And see “A Perfect Demo Environment” for more tips!
https://greatdemo.com/a-perfect-demo-environment-never-stop-learning/
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