Comments for Great Demo! and Doing Discovery

Comment on Harnessing the Magic of Seven in Your Software Demos: Maximizing Engagement and Retention by Kayleen

Kayleen — Fri, 17 May 2024 07:04:32 +0000

Great information, Paul. I can easily understand how the steps and techniques can be very beneficial .

Comment on The Power of Analogies and Metaphors in Demos and Discovery by Julien Quester

Julien Quester — Wed, 03 Apr 2024 09:13:55 +0000

Great Stuff. I´m not hyped on AI ; yet, I would say that Digital Assistants are pretty good at creating analogies and metaphors. One thing that they can´t hallucinate with 🙂 thanks.

Comment on Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm by David Manner

David Manner — Sat, 30 Dec 2023 13:47:42 +0000

Great article, Peter!

Comment on Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge by Toby

Toby — Fri, 17 Nov 2023 17:17:59 +0000

This is absolutely on point Peter!
In fact – the solution you describe is Highspot! (Even down to the tracking)

Comment on The Surprising Impact of Your Background on Sales by Julie Hansen

Julie Hansen — Fri, 29 Sep 2023 18:50:11 +0000

In reply to Alex Monich. A "light personal touch" is a great way to describe how to approach backgrounds Alex. Thanks for sharing!

Comment on The Surprising Impact of Your Background on Sales by Alex Monich

Alex Monich — Fri, 29 Sep 2023 15:12:41 +0000

A professional with a light personal touch can contribute to create a good first (and ongoing) impression with clients AND internal calls

Comment on How AI is Revolutionizing Sales and Presales: Opportunities and Challenges by Julien

Julien — Mon, 22 May 2023 15:34:10 +0000

Very interesting.
With this + the fanciness of remote, self-service, and automation of demos, where do you think that Presales will keep on adding value in 5 years from now?
Thanks.

Comment on Seven Validated Habits for Stunningly Successful Demos by Brian Geery

Brian Geery — Sat, 29 Apr 2023 13:12:55 +0000

Great guidance Peter, thanks!

I have trouble with this Gong finding though, “We didn’t find a single demo that lead to a closed deal in the analysis that involved more than 76 seconds of uninterrupted pitching.”

My experience is that when sellers nail their demo talk track, buyers lean in with interest, curiosity, and enthusiasm and they DON”T interrupt with questions. They are in rapture. Sellers are speaking their language. There is no need to interrupt because the seller nailed their demonstration.

Buyers attend demonstrations because they want to know:
– How the software solves their business challenge
– Why it is a better option than the status quo or competition
– Why it’s worth it
– How implementation is feasible

When sellers demo to answer these questions, buyers don’t need to interrupt, other than to express their enthusiasm and do a Snoopy dance.

Comment on Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome by Nils Davis

Nils Davis — Tue, 18 Apr 2023 22:18:20 +0000

Excellent article! The value of doing even a *little* bit better discovery – and then using that info during the demo – is immense. I’ve seen sales orgs completely turn around (miss quota every quota to beat quota ever quarter) with that little change.

Comment on Great Demo! 3rd Edition? by Ricardo

Ricardo — Sat, 18 Mar 2023 16:46:08 +0000

great book! I have read the first edition, and yeah immediately after implementing some of the ideas of the book I was already benefiting from it,
The first story is that I moved my demos from being the typical “you click here and then you click there…” to be more focused on use cases with barely a few clicks and starting from the results, and moving on to some more deep explanations only if necessary.
So one time I did this on a presentation/demo to a customer during RFP phase, and I clearly reduce the demo time by just creating some templates that I would click and move on, that demo was that well received by a manager of the company at that time that, first of all, we won that RFP, second that manager ended up offering me a job that I ended performing over 10 years and I am still a very good friend of that manager, even after moving to other companies, so I would say the impact of reading your book was immense 😉
Many thanks!
Regards
Ricardo