Want to improve your demo skills?

I often hear the question, “How much of our company’s corporate overview should we include in prospect meetings?” The answer: As little as possible! Corporate overviews kill your sales demos. Natasja BaxFounder of The DemoScene President of Great Demo! EMEA Why do Corporate Overviews Kill? Many...

Imagine your automated demos being so compelling that prospects not only stay until the end but are eager to share them with their entire team. In today's competitive market, where over 50% of software vendors are investing in demo automation, standing out is crucial. What if you could turn your...

How to make interactive, automated demos easy to follow. In the digital age, where every answer is at your fingertips, companies are challenged with crafting automated software demos that inform and convert automatically. The Great Demo! method, created by Peter Cohan, is a fantastic way to show...

To paraphrase Mark Twain’s comment about the weather: everyone talks about value, but few actually show it. And that’s a problem, especially in sales. When value isn’t clear, deals stall. In fact, insufficient perception of value is one of the top three reasons why opportunities end in “No...

The seven validated factors for successful sales demo that lead to closed business. These factors are based upon the principles laid out by the Great Demo! framework. How do your demos compare? Seven Validated Success Factors For Demos Pre-Demo Discovery A Crisp Review of the Prospect’s Situation...

In the competitive world of sales, delivering an impactful and memorable product demonstration is crucial. Two renowned methodologies carved their names in space: 'Great Demo!' and 'Demo2Win'. While both strategies are designed to enhance the effectiveness of sales demos, they diverge in their...

How and when do you end your remote meeting? It’s all about planning and time management to prevent the infamous "This meetings has been ended by the host" – here’s a typical scenario Earlier today, you had two back-to-back remote customer meetings. Although you don’t like it, this happens quite...

Active Listening in Sales Do you recognize the following situation? A week ago, you had an absolutely brilliant call with a prospect. They seemed to be in a very demanding situation and fortunately their requirements were precisely what your software can provide. The prospect seemed enthusiastic...

Why the Rake Model matters in the future of presales As far as I’m concerned, we’re leaving the risky T-model that bigger software companies use for presales in the old normal. If this statement feels like a bomb I just dropped on you, be sure you have read the previous blog. This viewpoint...

How the history and the future of presales intertwine Keeping up with the rollercoaster of changes, or the ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it may feel like somewhat of a recognizable...

What do you call the people in your company who help potential customers to understand and compare/contrast your solution to their critical business issues? Are they a Sales Engineer or Solution Consultant? Or even something else? Many titles are used. The Wikipedia page for Sales Engineering...

The first thing you do when you’re in the mood to go see a movie, is watch trailers and read online reviews. You certainly don’t go thumbing through entire scripts to pick one. A teaser of the story will do. Same goes for companies that want to acquire a new software solution. The first thing they do, is browse around instead of deep diving into every…

The presales consultant: turning from a ‘teacher’ who would point out the functionalities of a software package to a potential client during a demo, into a trusted advisor who is a market leader in the area of IT as well as Business. The new presales specialist is a Thought Leader and Trusted...