{"id":36460,"date":"2025-01-01T17:17:52","date_gmt":"2025-01-01T17:17:52","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36460"},"modified":"2025-01-02T20:42:18","modified_gmt":"2025-01-02T20:42:18","slug":"the-anatomy-of-a-typical-web-overview-demonstration","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/the-anatomy-of-a-typical-web-overview-demonstration\/","title":{"rendered":"Stunningly Awful Web Overview Demos:\u00a0The Gruesome Anatomy of a Typical One-Hour Web Overview Demonstration"},"content":{"rendered":"<p style=\"text-align: center;\"><b><span data-contrast=\"none\">A Never Stop Learning! Article<\/span><\/b><span data-ccp-props=\"{&quot;335551550&quot;:2,&quot;335551620&quot;:2}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">In which we identify common challenges with overview demos and offer solutions. Warning: graphic and potentially painful content ahead!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h3>What\u2019s in This Article for You?<\/h3>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"14\" data-list-defn-props=\"{&quot;335551671&quot;:5,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"none\">A True Story<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"14\" data-list-defn-props=\"{&quot;335551671&quot;:5,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"6\" data-aria-level=\"1\"><span data-contrast=\"none\">The Typical Timeline<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"14\" data-list-defn-props=\"{&quot;335551671&quot;:5,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-contrast=\"none\">Assessment Time!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"14\" data-list-defn-props=\"{&quot;335551671&quot;:5,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"8\" data-aria-level=\"1\"><span data-contrast=\"none\">Solutions!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"14\" data-list-defn-props=\"{&quot;335551671&quot;:5,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"9\" data-aria-level=\"1\"><span data-contrast=\"none\">Alternative Approaches?<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"14\" data-list-defn-props=\"{&quot;335551671&quot;:5,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"10\" data-aria-level=\"1\"><span data-contrast=\"none\">An Offer!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<h2>A True Story<\/h2>\n<p><span data-contrast=\"none\">\u201cWhat\u2019s he <\/span><i><span data-contrast=\"none\">doing<\/span><\/i><span data-contrast=\"none\">?\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Whispered my colleague in my ear<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I was a third party joining a demo presented by a partner vendor to a large pharma prospect in Basel, Switzerland. The lead prospect player was the Head of Research IT, and he had assembled his team of a dozen folks for the demo, held in one of the prospect\u2019s large conference rooms.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">It was billed as an overview demo and was scheduled for two hours. My organization was present as we had a significant part to play, and we had the last twenty minutes in the meeting for our segment.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">The vendor salesperson started the meeting by introducing their team and then began a corporate overview presentation. After ten minutes of slides, the Head of Research IT stood up, walked a few paces to the wall of the room, and methodically began to bang his head against the wall\u2026!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Everyone in the room gasped as they watched this taking place. My colleague whispered, \u201cWhat\u2019s he <\/span><i><span data-contrast=\"none\">doing<\/span><\/i><span data-contrast=\"none\">?\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I responded, \u201cI think he\u2019s suffered through so <\/span><i><span data-contrast=\"none\">many<\/span><\/i><span data-contrast=\"none\"> of these that he\u2019s giving our partner a clear message: \u2018Stop!\u2019\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I asked the head-banger, in my limited Swiss German, \u201cWould you like them to get to the software?\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">He answered, \u201cJa, bitte\u2026!\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">The meeting went forward reasonably smoothly from there, but we all certainly learned a lesson! And here, for your inspection and amusement, are more\u2026<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>The Typical Timeline<\/h2>\n<p><span data-ccp-props=\"{}\">\u00a0<\/span><span data-contrast=\"none\">\u201cDoes that make sense?\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Nearly every vendor rep at some point in their career!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Here\u2019s the rough but strangely consistent timeline for far-too-many web overview demos (with the timing for each segment shown on the left):<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">00:00:<\/span> <span data-contrast=\"none\">Fumbling with Zoom\/Teams\/Google Meet:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"15\" data-list-defn-props=\"{&quot;335551671&quot;:2017,&quot;335552541&quot;:1,&quot;335559685&quot;:360,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2017\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cLooks like John\/Sue\/Page\/whoever is just joining now\u2026\u201d<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"15\" data-list-defn-props=\"{&quot;335551671&quot;:2017,&quot;335552541&quot;:1,&quot;335559685&quot;:360,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2018\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cCan you see my screen?\u201d<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"15\" data-list-defn-props=\"{&quot;335551671&quot;:2017,&quot;335552541&quot;:1,&quot;335559685&quot;:360,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2019\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cLooks like you\u2019re muted\u2026\u201d<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"15\" data-list-defn-props=\"{&quot;335551671&quot;:2017,&quot;335552541&quot;:1,&quot;335559685&quot;:360,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2020\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cWe\u2019re hearing a really bad echo\u2026\u201d<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"15\" data-list-defn-props=\"{&quot;335551671&quot;:2017,&quot;335552541&quot;:1,&quot;335559685&quot;:360,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2021\" data-aria-level=\"1\"><span data-contrast=\"none\">(This consumption of time was previously known as the \u201cWebex Tax.\u201d)<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"none\">00:04:<\/span> <span data-contrast=\"none\">Introductions, but one-sided:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"16\" data-list-defn-props=\"{&quot;335551671&quot;:2017,&quot;335552541&quot;:1,&quot;335559685&quot;:360,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2017\" data-aria-level=\"1\"><span data-contrast=\"none\">Introductions and brief personal history of each of the vendor participants<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"16\" data-list-defn-props=\"{&quot;335551671&quot;:2017,&quot;335552541&quot;:1,&quot;335559685&quot;:360,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2018\" data-aria-level=\"1\"><span data-contrast=\"none\">Occasional long personal story from one vendor rep (and a failed attempt at \u201cbuilding rapport!\u201d)<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"none\">00:07:<\/span> <span data-contrast=\"none\">Corporate overview presentation (gag!), including:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">Vendor\u2019s mission statement<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"none\">Products and services (high level \u2013 see next section at 00.18 for more gore!)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"none\">Product history and milestones<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"none\">Founders and origins story<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"none\">The vendor team (again but including slides!)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"6\" data-aria-level=\"1\"><span data-contrast=\"none\">Revenue history and financials<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-contrast=\"none\">Office locations<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"8\" data-aria-level=\"1\"><span data-contrast=\"none\">Obligatory logos slide (with logos that have nothing to do with <\/span><i><span data-contrast=\"none\">this<\/span><\/i><span data-contrast=\"none\"> prospect\u2019s size or market!)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"4\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"9\" data-aria-level=\"1\"><span data-contrast=\"none\">Customer testimonials (the <\/span><i><span data-contrast=\"none\">most<\/span><\/i><span data-contrast=\"none\"> useful part of corporate overview presentations, but often ignored by the vendor. Why?)<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"none\">00:18:<\/span> <span data-contrast=\"none\">Product overview presentation (yawn), including:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">Obligatory architecture slide(s), with rectangles and cylinders representing software and database components (how novel!)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"none\">Equally obligatory product-centric slide (showing the vendor\u2019s product in the center of a circle of other things (e.g., users, other applications, process steps, you name it. So novel, once again!)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"none\">Key \u201cdifferentiators\u201d presented without context to the prospect\u2019s needs or specific situation (and largely forgotten by the prospect immediately afterwards!)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"none\">Case studies that are skipped over \u201cbecause we\u2019re short on time\u2026\u201d (Too bad: Relevant case studies would be very useful!)<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"none\">00:26:<\/span> <span data-contrast=\"none\">Actual demo, including:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">Slide that says, \u201cDemo\u201d (which lets the audience know that everything from this point forward is fake)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"none\">Opening statement, \u201cWe planned on 45 minutes for the demo, but we only have 30 minutes remaining, so we\u2019ll have to go really fast\u2026\u201d<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"none\">Followed immediately by, \u201cBut we want this be interactive, so please stop me if you have any questions\u2026\u201d (while the presenter is thinking, \u201cBut please <\/span><i><span data-contrast=\"none\">don\u2019t<\/span><\/i><span data-contrast=\"none\"> stop me because I\u2019ve got <\/span><i><span data-contrast=\"none\">so<\/span><\/i><span data-contrast=\"none\"> much to cover, and you\u2019ll interrupt my flow\u2026!\u201d)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"none\">Brief introduction of the plan for a \u201cstory\u201d and five fictional characters whose \u201cday in the life\u201d will be followed in the demo<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"none\">Followed by a firehose-like delivery with the presenter speaking non-stop for six or eight minutes or longer (I saw an overview demo where the presenter went on for <\/span><i><span data-contrast=\"none\">forty<\/span><\/i><span data-contrast=\"none\"> minutes non-stop!)<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"2\"><span data-contrast=\"none\">Interspersed with, \u201cAny questions so far?\u201d<\/span>\n<ul>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"2\"><span data-contrast=\"none\">Prospect\u2019s response: \u201cNope, we\u2019re good\u2026\u201d<\/span><\/li>\n<\/ul>\n<\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"2\">And \u201cDoes that make sense?\u201d\n<ul>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"2\">Prospect\u2019s response: \u201cUm, yes\u2026\u201d (What else <i style=\"font-weight: inherit;\"><span data-contrast=\"none\">could<\/span><\/i><span style=\"font-size: 16px;\" data-contrast=\"none\"> they say to that?)<\/span><\/li>\n<\/ul>\n<\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"6\" data-aria-level=\"1\"><span data-contrast=\"none\">Overview of navigation elements<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-contrast=\"none\">Definition of vendor jargon, acronyms and product names (e.g., \u201cWhat we call a __\u201d)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"8\" data-aria-level=\"1\"><span data-contrast=\"none\">Comment that everything is configurable<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"9\" data-aria-level=\"1\"><span data-contrast=\"none\">Comment that everything can drill-down to the underlying data<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"10\" data-aria-level=\"1\"><span data-contrast=\"none\">Details on how to set up the application<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"11\" data-aria-level=\"1\"><span data-contrast=\"none\">A walk-through of the workflow (a run-through, in fact, since time is really getting short)<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"2\"><span data-contrast=\"none\">Exploration of as many \u201cif\u201d, \u201cor\u201d, and \u201calso\u201d options as possible<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-contrast=\"none\">Frequent references to, \u201cRemember when I\u2026\u201d (that aren\u2019t remembered)<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-contrast=\"none\">Zippy Mouse Syndrome mouse movements exacerbated by a tiny mouse cursor that can barely be seen with the naked eye<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-contrast=\"none\">Made even worse by the lack of use of annotation tools<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"2\"><span data-contrast=\"none\">Made yet worse by the vendor presenting from a high-resolution monitor to audience members on laptops (\u201cI can\u2019t read the text\u2026\u201d)<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"none\">OK, take a quick breath before diving into the next section (just like in a typical overview demo)!<\/span><span data-ccp-props=\"{&quot;335559685&quot;:1080}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"12\" data-aria-level=\"1\"><span data-contrast=\"none\">The occasional \u201cpiling on\u201d of a feature description by the salesperson, immediately after a perfectly adequate explanation by the presenter<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"13\" data-aria-level=\"1\"><span data-contrast=\"none\">Pre-answering questions that the vendor frequently hears (but weren\u2019t asked)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"14\" data-aria-level=\"1\"><span data-contrast=\"none\">Driving \u201cinto the weeds\u201d by a random question from a low-level prospect team member<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"15\" data-aria-level=\"1\"><span data-contrast=\"none\">Cutting off prospect questions before the prospect finishes (because the vendor has heard the question <\/span><i><span data-contrast=\"none\">so<\/span><\/i><span data-contrast=\"none\"> many times before)<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"16\" data-aria-level=\"1\"><span data-contrast=\"none\">Not confirming that they <\/span><i><span data-contrast=\"none\">answered<\/span><\/i><span data-contrast=\"none\"> the prospect\u2019s question before moving on<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"17\" data-aria-level=\"1\"><span data-contrast=\"none\">A rapid verbal description of the reporting and dashboard capabilities:<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"2\"><span data-contrast=\"none\">Including the claim that \u201cwe have over 600 canned reports\/dashboards\u2026\u201d of which a typical user might only consume a few!<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-contrast=\"none\">Discussion of broad report and dashboard creation and editing capabilities<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-contrast=\"none\">Repeated comment that everything can drill-down to the underlying data<\/span><\/li>\n<li data-leveltext=\"%2)\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,4],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%2)&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-contrast=\"none\">Repeated comment that everything is configurable<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"18\" data-aria-level=\"1\"><span data-contrast=\"none\">Showing data that is obviously fake and\/or lacks problems to solve, opportunities to exploit, or exceptions to investigate<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"19\" data-aria-level=\"1\"><span data-contrast=\"none\">Comment that \u201cwe didn\u2019t have enough time to show you everything\u2026\u201d<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"20\" data-aria-level=\"1\"><span data-contrast=\"none\">No interim summaries: just a firehose furiously flinging features, functions, and facts<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"21\" data-aria-level=\"1\"><span data-contrast=\"none\">No stories to improve the audience\u2019s retention of key ideas<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"22\" data-aria-level=\"1\"><span data-contrast=\"none\">No analogies or metaphors, either<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"6\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"23\" data-aria-level=\"1\"><span data-contrast=\"none\">And, of course, absolutely <\/span><i><span data-contrast=\"none\">no<\/span><\/i><span data-contrast=\"none\"> communication of value!<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"none\">00:56<\/span> <span data-contrast=\"none\">Salesperson summary, with platitudinal \u201cvalue proposition\u201d statements (that have little or limited bearing on this prospect\u2019s specific situation)<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">00:58<\/span> <span data-contrast=\"none\">Salesperson asks, \u201cWhat do you think?\u201d<\/span><\/p>\n<ul>\n<li><span style=\"font-size: 16px;\" data-contrast=\"none\">Prospect replies, \u201cWell, I\u2019m not sure\u2026\u201d<\/span><span style=\"font-size: 16px;\" data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"16\" data-list-defn-props=\"{&quot;335551671&quot;:2017,&quot;335552541&quot;:1,&quot;335559685&quot;:360,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2020\" data-aria-level=\"1\"><span data-contrast=\"none\">Salesperson immediately offers a \u201cdeep dive\u201d demo and a free POC!<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"none\">Whew. Frightening, gruesome and remarkably common!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">If the objective was to \u201cshow the customer a demo\u201d then <\/span><i><span data-contrast=\"none\">that <\/span><\/i><span data-contrast=\"none\">objective was achieved, but it is doubtful that other tangible progress was made in the sale. Very sad and largely a waste of time for all involved.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">How do <\/span><i><span data-contrast=\"none\">your<\/span><\/i><span data-contrast=\"none\"> team\u2019s overview demos compare?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Assessment Time!<\/h2>\n<p><span data-contrast=\"none\">\u201cEducation consists mainly of what we have unlearned.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Mark Twain<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Play a few recordings of your organization\u2019s overview demos and see how many of the items above you or your team does today. Score one point for each item committed above.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Now for grading: How did you do?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">0-5 Points:<\/span> <span data-contrast=\"none\">A \u2013 your demos are delightfully delivered (and you are likely a Great Demo! graduate!)<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">6-10 Points:\u00a0 <\/span> <span data-contrast=\"none\">B \u2013 your demos could improve<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">11-15 Points:\u00a0 <\/span> <span data-contrast=\"none\">C \u2013 your demos could <\/span><i><span data-contrast=\"none\">really <\/span><\/i><span data-contrast=\"none\">improve<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">16-20 Points:<\/span> <span data-contrast=\"none\">D \u2013 your demos should <\/span><i><span data-contrast=\"none\">seriously<\/span><\/i><span data-contrast=\"none\"> improve<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p style=\"padding-left: 40px;\"><span data-contrast=\"none\">20+ Points:<\/span> <span data-contrast=\"none\">F \u2013 your demos qualify for membership in the \u201cSales Prevention Team\u201d!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Sadly, most overview demos rate a C grade or worse. If you are comfortable with your results, read no further (and keep your expectations low!). However, if you would like to see improvement, here are some ideas\u2026<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"none\">Solutions!<\/span><\/b><span data-ccp-props=\"{}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"none\">\u201cIt isn&#8217;t that they can&#8217;t see the solution. It is that they can&#8217;t see the problem.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Gilbert K. Chesterton<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Fumbling with Zoom\/Teams\/Google Meet:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"16\" data-aria-level=\"1\"><span data-contrast=\"none\">Start your web session 10 minutes early to get prepared. (See <\/span><span data-contrast=\"auto\">Chapter 13 \u201cVirtual Demonstrations\u201d in <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Great Demo!<\/span><\/i><\/a><span data-contrast=\"auto\"> for much more guidance!<\/span><span data-contrast=\"none\">)<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"none\">Introductions:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"17\" data-aria-level=\"1\"><span data-contrast=\"none\">Your prospect doesn\u2019t care about you, the vendor, so don\u2019t invest any significant time introducing your side. Instead, ask three simple questions of each prospect participant:<\/span>\n<ol>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"17\" data-aria-level=\"1\"><span data-contrast=\"none\">What\u2019s your name?<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"17\" data-aria-level=\"1\"><span data-contrast=\"none\">What\u2019s your job title?<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"17\" data-aria-level=\"1\">What\u2019s your objective for this meeting?<span style=\"font-size: 16px;\" data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ol>\n<\/li>\n<\/ul>\n<p><span data-ccp-props=\"{&quot;335559685&quot;:1440,&quot;335559991&quot;:720}\">\u00a0<\/span><span data-contrast=\"none\">This approach provides you with critical information and starts the demo by being all about your prospect!<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/greatdemo.com\/death-by-corporate-overview-2\/\"><span data-contrast=\"none\">Corporate overview presentation<\/span><\/a><span data-contrast=\"none\">:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"18\" data-aria-level=\"1\"><span data-contrast=\"none\">Don\u2019t. Just don\u2019t! Your prospect wouldn\u2019t have agreed to invest an hour with you if they hadn\u2019t already vetted you as a vendor.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"19\" data-aria-level=\"1\"><span data-contrast=\"none\">But if you <\/span><i><span data-contrast=\"none\">must<\/span><\/i><span data-contrast=\"none\"> (sigh), reduce it to a <\/span><i><span data-contrast=\"none\">single<\/span><\/i><span data-contrast=\"none\"> slide and limit it to one minute. That\u2019s all your prospect will tolerate!<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"none\">Product overview presentation:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720,&quot;335559991&quot;:720}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"20\" data-aria-level=\"1\"><span data-contrast=\"none\">Architecture slide(s): Hold these for later, if your prospect <\/span><i><span data-contrast=\"none\">asks <\/span><\/i><span data-contrast=\"none\">relevant questions!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"21\" data-aria-level=\"1\"><span data-contrast=\"none\">Product-centric slide: Ditto!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"22\" data-aria-level=\"1\"><span data-contrast=\"none\">Key \u201cdifferentiators\u201d: Insert into your discovery conversations, using <\/span><span data-contrast=\"auto\">Biased Questions<\/span><span data-contrast=\"none\"> (see page 183 in <\/span><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Doing Discovery<\/span><\/i><\/a><span data-contrast=\"none\">)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"23\" data-aria-level=\"1\"><span data-contrast=\"none\">Case studies: Yes! Present when relevant for your prospect\u2019s situation. These are often fabulous feedstock for Biased Questions, as well!<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"none\">\u201cActual\u201d demo:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"24\" data-aria-level=\"1\"><span data-contrast=\"none\">Slide that says, \u201cDemo\u201d: Remove (best!) or replace with a slide that reads, \u201cLive Software\u201d or similar.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"25\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cWe planned on 45 minutes for the demo, but we only have 30 minutes remaining\u2026\u201d: You won\u2019t need to say this if you apply the ideas above!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"26\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cWe\u2019d like this be interactive\u2026\u201d: <\/span><i><span data-contrast=\"none\">Make<\/span><\/i><span data-contrast=\"none\"> it so by turning your demo into a conversation!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"27\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cDay in the life story\u201d: Don\u2019t; they are ineffective. Instead, <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Do the Last Thing First<\/span><\/a><span data-contrast=\"none\">. Share an agenda to keep everyone aligned and return to your agenda to summarize as you finish each \u201cchunk.\u201d<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"28\" data-aria-level=\"1\"><span data-contrast=\"none\">Firehose-like delivery: <\/span><a href=\"https:\/\/greatdemo.com\/7-validated-habits-for-stunningly-successful-demos\/\"><span data-contrast=\"none\">Studies show<\/span><\/a><span data-contrast=\"none\"> that the most successful demos enjoy \u201cspeaker switches\u201d an average of every 76 seconds. If you\u2019ve been presenting uninterrupted for three or four minutes or longer, summarize and check-in with your audience!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"29\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cAny questions so far?\u201d: Consider alternatives such as, \u201cQuestions, comments, observations, your thoughts so far?\u201d<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"30\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cDoes that make sense?\u201d: Ugh! Try \u201cHow does that resonate with you?\u201d or <\/span><a href=\"https:\/\/greatdemo.com\/does-that-make-sense\/\"><span data-contrast=\"none\">similar<\/span><\/a><span data-contrast=\"none\">.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"31\" data-aria-level=\"1\"><span data-contrast=\"none\">Navigation elements: Nope! That\u2019s training.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"32\" data-aria-level=\"1\"><a href=\"https:\/\/greatdemo.com\/what-is-uncontrolled-vocabulary\/\"><span data-contrast=\"none\">Vendor jargon<\/span><\/a><span data-contrast=\"none\">: Nope ditto!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"33\" data-aria-level=\"1\"><span data-contrast=\"none\">Everything is configurable: Let your prospect <\/span><i><span data-contrast=\"none\">ask<\/span><\/i><span data-contrast=\"none\">! That\u2019s how a conversation happens.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"34\" data-aria-level=\"1\"><span data-contrast=\"none\">Drill-down\u2026:\u00a0 Again, let your prospect ask.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"35\" data-aria-level=\"1\"><a href=\"https:\/\/greatdemo.com\/stunningly-awful-demos-the-painful-irrelevance-of-setup-mode\/\"><span data-contrast=\"none\">Set up mode<\/span><\/a><span data-contrast=\"none\">: Ditto! Far too many presenters squander time on things that are done once or are only of interest to the system administrator.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"36\" data-aria-level=\"1\"><span data-contrast=\"none\">Workflow walk-through: <\/span><a href=\"https:\/\/greatdemo.com\/7-validated-habits-for-stunningly-successful-demos\/\"><span data-contrast=\"none\">Reorganize<\/span><\/a><span data-contrast=\"none\"> your content so that the most important items are addressed first, as in a <\/span><a href=\"https:\/\/greatdemo.com\/why-like-a-news-article\/\"><span data-contrast=\"none\">news article<\/span><\/a><span data-contrast=\"none\">.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"37\" data-aria-level=\"1\"><a href=\"https:\/\/greatdemo.com\/stunningly-awful-demos-two-words-to-avoid\/\"><span data-contrast=\"none\">\u201cIf\u201d, \u201cor\u201d, and \u201calso\u201d<\/span><\/a><span data-contrast=\"none\">: Each of these creates a branch in your demo, consuming time and making your offering look more complicated and <\/span><a href=\"https:\/\/greatdemo.com\/stunningly-awful-demos-buying-it-back\/\"><span data-contrast=\"none\">expensive<\/span><\/a><span data-contrast=\"none\">. Let your prospect ask!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"38\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cRemember when I\u2026\u201d: Don\u2019t, they won\u2019t!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"39\" data-aria-level=\"1\"><span data-contrast=\"none\">Zippy Mouse Syndrome: Practice smooooooth and deliiiiiiiberate <\/span><a href=\"https:\/\/greatdemo.com\/mousing-in-demos\/\"><span data-contrast=\"none\">mouse movements<\/span><\/a><span data-contrast=\"none\">.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"40\" data-aria-level=\"1\"><span data-contrast=\"none\">Tiny mouse cursor: See this <\/span><a href=\"https:\/\/greatdemo.com\/its-hard-to-see-your-mouse-2\/\"><span data-contrast=\"none\">post<\/span><\/a><span data-contrast=\"none\"> to fix!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"41\" data-aria-level=\"1\"><span data-contrast=\"none\">Text size: See this <\/span><a href=\"https:\/\/greatdemo.com\/i-cant-see-the-text-demo-font-size-tip\/\"><span data-contrast=\"none\">post<\/span><\/a><span data-contrast=\"none\">.<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"none\">OK, take a break and digest the above. When you\u2019re ready, here\u2019s your next course!<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"42\" data-aria-level=\"1\"><span data-contrast=\"none\">Salesperson \u201cpiling on\u201d: Don\u2019t. Here\u2019s the <\/span><a href=\"https:\/\/greatdemo.com\/the-role-of-sales-in-great-demos\/\"><span data-contrast=\"none\">Role of Sales in Great Demos<\/span><\/a><span data-contrast=\"none\"> for guidance.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"43\" data-aria-level=\"1\"><span data-contrast=\"none\">Pre-answering Questions:\u00a0 Don\u2019t; this is also known as \u201cpremature elaboration!\u201d Let your prospect <\/span><i><span data-contrast=\"none\">ask<\/span><\/i><span data-contrast=\"none\">.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"44\" data-aria-level=\"1\"><span data-contrast=\"none\">Driving \u201cinto the weeds\u201d: <\/span><span data-contrast=\"auto\">Manage questions<\/span><span data-contrast=\"none\"> with an elegant, professional process (see Chapter 8 \u201cManaging Time and Questions\u201d in <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Great Demo!<\/span><\/i><\/a><span data-contrast=\"none\">)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"45\" data-aria-level=\"1\"><span data-contrast=\"none\">Cutting off prospect questions: Ditto.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"46\" data-aria-level=\"1\"><span data-contrast=\"none\">Closing questions: Make sure, don\u2019t assume!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"47\" data-aria-level=\"1\"><span data-contrast=\"none\">Reporting and dashboards: These deliverables are often the <\/span><i><span data-contrast=\"none\">most<\/span><\/i><span data-contrast=\"none\"> important elements of your offering: <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Do the Last Thing First!<\/span><\/a><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"47\" data-aria-level=\"1\"><span data-contrast=\"none\">Showing fake or uncompelling data: Check out <\/span><a href=\"https:\/\/greatdemo.com\/a-perfect-demo-environment\/\"><span data-contrast=\"none\">A Perfect Demo Environment<\/span><\/a><span data-contrast=\"none\"> for guidelines.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"49\" data-aria-level=\"1\"><span data-contrast=\"none\">\u201cWe didn\u2019t have enough time\u2026\u201d: Now you will!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"50\" data-aria-level=\"1\"><span data-contrast=\"none\">Summaries: After every \u201cchunk\u201d, followed by a pause to encourage audience questions and comments.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"51\" data-aria-level=\"1\"><a href=\"https:\/\/greatdemo.com\/analogies-and-metaphors-in-demos-and-discovery\/\"><span data-contrast=\"none\">Analogies and metaphors<\/span><\/a><span data-contrast=\"none\">: Use them: It\u2019s like the difference between working in black and white vs living in color! (See what I did there?)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"51\" data-aria-level=\"1\"><span data-contrast=\"none\">Stories: Real, relevant <\/span><span data-contrast=\"auto\">stories<\/span><span data-contrast=\"none\"> are truly terrific! (See Chapter 14 \u201cStorytelling\u201d in <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Great Demo!<\/span><\/i><\/a><span data-contrast=\"none\">)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"53\" data-aria-level=\"1\"><a href=\"https:\/\/greatdemo.com\/lets-talk-about-value-uncovering-the-delta\/\"><span data-contrast=\"none\">Communicating value<\/span><\/a><span data-contrast=\"none\">: At the beginning, at the end, and throughout!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"54\" data-aria-level=\"1\"><span data-contrast=\"none\">Prematurely offering a \u201cdeep dive\u201d: Time to do <\/span><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">discovery<\/span><\/i><\/a><span data-contrast=\"none\">!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"55\" data-aria-level=\"1\"><span data-contrast=\"none\">Prematurely offering a POC: Just don\u2019t! (See Chapter 16 \u201cOther Forms Of Proof\u201d in <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Great Demo!<\/span><\/i><\/a><span data-contrast=\"none\">)<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"9\" data-list-defn-props=\"{&quot;335551671&quot;:16,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"56\" data-aria-level=\"1\"><span data-contrast=\"none\">Salesperson summary: Use a <\/span><a href=\"https:\/\/greatdemo.com\/seven-habits-for-stunningly-successful-demos\/\"><span data-contrast=\"none\">Transition Vision<\/span><\/a><span data-contrast=\"none\"> conversation for the best results. (See page 108 in <\/span><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Doing Discovery<\/span><\/i><\/a><span data-contrast=\"none\"> for this!)<\/span><\/li>\n<\/ul>\n<h2>Alternative Approaches?<\/h2>\n<p><span data-contrast=\"none\">\u201cThere is always an easy solution to every problem \u2013 neat, plausible, and wrong.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 H. L. Mencken<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Avoid the overview demo entirely! Replace it with a discovery conversation by applying these self-rescue techniques:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"17\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">Persuade your prospect to participate in discovery, if possible, then you\u2019ll be able to prepare a focused Technical Proof Demo based on what you\u2019ve learned in discovery. <\/span><a href=\"https:\/\/greatdemo.com\/dealing-with-just-show-me-a-demo-seven-methods-to-move-into-discovery\/\"><span data-contrast=\"none\">Here<\/span><\/a><span data-contrast=\"none\"> are some ideas to help!<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"17\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">Use a <\/span><span data-contrast=\"auto\">Vision Generation Demo<\/span><span data-contrast=\"none\"> to provide your prospect with <\/span><i><span data-contrast=\"none\">just enough <\/span><\/i><span data-contrast=\"none\">demo to satisfy their desire to \u201csee what\u2019s possible,\u201d while moving them gently (but firmly) into a discovery conversation. Delightful and surprisingly effective! (See Chapter 11 \u201cVision Generation Demos\u201d in <\/span><a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\"><i><span data-contrast=\"none\">Great Demo!<\/span><\/i><\/a><span data-contrast=\"none\">)<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"none\">This can reduce a 1-hour overview demo meeting to 15-20 minutes, in the case where your prospect is simply interested in exploring but doesn\u2019t have a plan to purchase in the short-term.\u00a0 This gives you 40-45 minutes back in your day for each of these occurrences!<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">And when your prospect is earnestly interested in implementing a solution, you can perform a Vision Generation Demo followed by sufficient discovery to enable a focused, successful Technical Proof demo all within one hour!<\/span><span data-ccp-props=\"{&quot;335559685&quot;:720}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">In both cases, this approach <\/span><i><span data-contrast=\"none\">satisfies<\/span><\/i><span data-contrast=\"none\"> your prospect\u2019s desire to \u201csee what\u2019s possible,\u201d avoiding the horror of <\/span><a href=\"https:\/\/greatdemo.com\/what-is-lead-churn\/\"><span data-contrast=\"none\">Lead Churn<\/span><\/a><span data-contrast=\"none\">.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"17\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"none\">Use <\/span><a href=\"https:\/\/greatdemo.com\/the-menu-approach-a-truly-terrific-demo-self-rescue-technique\/\"><span data-contrast=\"none\">The Menu Approach,<\/span><\/a><span data-contrast=\"none\"> if your audience is a group and\/or if your software addresses a range of solution or problem areas.<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"none\">The Menu Approach is a very simple, elegant, extremely effective method to manage situations where you have many offerings or sets of solutions for a range of problems. (These are what often cause long, painful overview demos!) Check it out!<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<h2>An Offer!<\/h2>\n<p><span data-contrast=\"none\">\u201cThere are basically two types of people. People who accomplish things, and people who claim to have accomplished things. The first group is less crowded.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Mark Twain<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I\u2019ve provided answers and alternatives to the challenges of overview demos, and I hope you try the tips and explore the books, articles and blog posts I\u2019ve listed.\u00a0<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">But you cannot have a conversation with a book, an article or a post, so if you have questions on these ideas or encounter situations you\u2019d like to discuss, you are welcome to contact me at <\/span><a href=\"mailto:PCohan@GreatDemo.com\"><span data-contrast=\"none\">PCohan@GreatDemo.com<\/span><\/a><span data-contrast=\"none\">. I\u2019d also be happy to review your demo(s) and provide feedback.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Even better, if you want to put these ideas into daily successful practice, consider enrolling yourself or your team in a <\/span><a href=\"https:\/\/greatdemo.com\/workshops\/\"><span data-contrast=\"none\">Great Demo! or Doing Discovery Workshop<\/span><\/a><span data-contrast=\"none\">.<\/span><\/p>\n<p><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<hr \/>\n<p><span data-contrast=\"auto\">Copyright \u00a9 2020-2024 The Second Derivative \u2013 All Rights Reserved.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">To learn the methods introduced above, consider enrolling in a Great Demo! Doing Discovery or Demonstration Skills <\/span><a href=\"https:\/\/greatdemo.com\/training\/\"><span data-contrast=\"none\">Workshop<\/span><\/a><span data-contrast=\"none\">. For more demo and discovery tips, best practices, tools and techniques, explore our <\/span><a href=\"https:\/\/greatdemo.com\/learn\/books\/\"><span data-contrast=\"none\">books<\/span><\/a><span data-contrast=\"none\">, blog and articles on the Resources pages of our website at <\/span><a href=\"https:\/\/greatdemo.com\/\"><span data-contrast=\"none\">https:\/\/GreatDemo.com<\/span><\/a> <span data-contrast=\"none\">and join the <\/span><a href=\"https:\/\/www.linkedin.com\/groups\/2430414\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Great Demo! &amp; Doing Discovery LinkedIn Group<\/span><\/a><span data-contrast=\"none\"> to learn from others and share your experiences.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>A Never Stop Learning! Article\u00a0 In which we identify common challenges with overview demos and offer solutions. Warning: graphic and potentially painful content ahead!\u00a0<\/p>\n","protected":false},"author":2,"featured_media":36547,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[19,16],"tags":[6],"class_list":["post-36460","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-aweful_demos","category-humor","tag-articles"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/36460","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=36460"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/36460\/revisions"}],"predecessor-version":[{"id":36523,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/36460\/revisions\/36523"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/36547"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=36460"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=36460"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=36460"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}