Peter Cohan

Miller Heiman 2009 Sales Best Practices Study – Thoughts

Miller Heiman just released the results of their October 2008 study, which defines "World-class" sales organizations as being much more likely to achieve their targets. The study shows that in World-class sales organizations: - Sales and marketing are much more aligned to customer needs -…

Buyer’s Perspective Regarding SaaS Offerings

A recent article in eWeek gives us insights into our customers' perspective when they are contemplating purchasing SaaS offerings ("Taking Measure of SAAS Reliability", eWeek, January 19, 2009). Specifically, the article includes a section sub-headed "Questions for the provider", which include: - "Make sure the...

DemoWorks – Recording Tool

I note a (potentially new) demo recording tool is available: DemoWorks, by ComponentOne. It appears to offer a reasonable range of recording and delivery functions – including the availability of a free "Community" version. The Community version limits recordings to 30...

Great Demo! – For Development?

No, not necessarily for teaching developers how to demo to others in their organization and to customers (although that is a good idea…!), but rather more interestingly, I've had several reports from Great Demo! Workshop customers of how Development teams use Great Demo! tools...

Brief, Good Article on Demos Done by John Chambers

Here is an article by Carmine Gallo about John Chambers' demos, as prepared and supported by Jim Grubb (Cisco's Chief Demo Officer…): http://www.businessweek.com/smallbiz/content/feb2009/sb20090210_425196.htm?campaign_id=yhoo A few good ideas and an easy read. For other information and articles on demonstration effectiveness skills and methods, email me at...

Demos to Mixed Local and Remote Audiences – Tips to Handle Combination Situations

What is the strategy for handling situations where you are face-to-face with one group of customers and other participants are connecting remotely? Treat the entire session as if it is a Remote Demo. Yes, this will force you, as the presenter, to remain at...

Crossing the Chasm Neatly Summarized

I recently saw a crisp explanation of Geoffrey Moore's "Crossing the Chasm" key groups, with each group's perspective summarized in a few words: Techies – Try it! Visionaries – Get ahead of the herd… Pragmatists – Stick with the herd… Conservatives – Hold on…! Skeptics…

Technology, Entertainment, Design – Terrific Talks and Presentations

The team at TED (www.ted.com) has been providing a platform to showcase some of the most stimulating, interesting and entertaining presentations for years. Exploring the publicly-available presentations (as videos) on their website offers a wonderful opportunity to see some of the best presenters...

International Cultural Differences and Guidelines – Website

I just ran across an excellent website (http://www.executiveplanet.com/index.php?title=Main_Page) that lists information on a range of countries and cultural norms for each, including (using Australia as an example): Australia: About Australia About Australia Australia: Appointment Alert! Making appointments Australia: Business Dress Guidelines for business dress Australia:…

Debilitating Demo Diseases: Deadendedness

Deadendedness – Death by Cul-de-Sac Symptoms: Presenter pursues non-productive pathways, perusing pointless possibilities and dead-ends. Elongates a demo segment from what could have been accomplished in 5 mouse-clicks to 24 minutes of detailed explanation, covering all possible options and settings. Presenter may...

Twas the Night Before the Big Demo

(With apologies to Clement Clarke Moore) 'Twas the night 'fore the demo and all through the house Not a creature was stirring, 'cept my SC and his mouse; I'd proposed a big licensing deal with great care In hopes a big order soon would be…

Debilitating Demo Diseases: Acronymophilia

Acronymophilia Symptoms: Fits of sentences filled with vendor-specific acronyms, used both as nouns and verbs. Assumption that audience has already been exposed to these dozens of acronyms and has a comfortable, working understanding of them. Looks of confusion in the audience, followed...

Great Demo! Example: Digital Camera Packaging and Instructions

We recently purchased a "point-and-shoot" digital camera – and I was struck by how well the camera packaging and instructions map to Great Demo! ideas… - The box and instructions had multiple images as examples of what kinds of photos could be taken using...

Web Site Menu Approach Example

Here's another example of a website following the "Menu Approach" – simple but effective: http://www.marketboomer.com.au/index.php. Copyright © 2008 The Second Derivative – All Rights Reserved. For other articles and tips on demonstration effectiveness skills and methods, email me at [email protected] or visit our...

Debilitating Demo Diseases: Architecturitis

Architecturitis – Death by Rectangles Symptoms: Presentation of architectural slides and diagrams early in the demo, well before any discussion of business solutions (or needs). Far too many rectangles with lines and arrows, often presented via one or more elaborate, highly colored PowerPoint...

“Boiling the Frog” and Demos

A laboratory experiment was purported to have been carried out in which a frog was boiled to death – semi-voluntarily. In the experiment, a frog was placed in water, initially at room temperature. The temperature was raised, very slowly, until finally the...

SMART Board Displays for Trade-Show and Office Demos

I've recently had seen SMART Boards used very effectively to deliver demos at trade-shows and in vendor site "demo rooms". A key advantage is that they encourage "going to the screen" and a highly interactive delivery style, as opposed to simply presenting sitting...

Debilitating Demo Diseases: Content-Free Pestilence

Content-Free Pestilence – Buzzword Plague Symptoms: Constant use of meaningless buzzwords and phrases. Lack of substance. Examples: "Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your other tools. Robust and scalable, your organization can enjoy the benefits of our...

Debilitating Demo Diseases: Pointer Palsy

Pointer Palsy Symptoms: Presenter waves pointer vaguely at screen; pointer moves around constantly; use of broad sweeping movements with a laser pointer. In severe cases, the victim circles mouse or pointer constantly around and around and around. When compounded with aggressive tendencies,...

Debilitating Demo Diseases: Stunted Pain Development

Stunted Pain Development – Solution Abruption Symptoms: Precipitous presentation of product-oriented solutions to problems prior to plumbing customer pain adequately; victim jumps directly to presenting a solution the moment "pain" is uncovered. Examples: "Ah ha – so you are having a hard time doing...

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