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What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution if you can’t let them go! I often hear the question, “How much of our company’s corporate overview should we include in prospect meetings?”  The answer:...

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 demos that inform and convert automatically. The Great Demo! method, created by Peter Cohan, is a fantastic way to show off a product. You...

To paraphrase Mark Twain’s comment about the weather, everyone talks about value, but very few people actually do something about it. Clearly value is important: Insufficient prospect perception of value is one of the three main reasons that sales opportunities result in a “No Decision” outcome....

Here are seven validatedsales demo success factors that lead to closed business. These approaches map delightfully to Great Demo! principles while differing markedly from traditional demos. How do your product demos compare? Seven Validated Success Factors The fine folks at Gong.io analyzed...

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 – 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 often since you work from home. In your first meeting, you...

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 (of course they are!) and...

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, I’m sure you can breathe a sigh of relief after you’ve read my previous blog on this viewpoint concerning the...