Debilitating Demo Diseases: Crickets


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Symptoms: The sound in the room after the presenter asks, “So, are there any questions so far?”

Examples: Chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp-chirp….

Cure: Encourage, drive and generate interactivity. Turn the demo from a one-way presentation into a two-way conversation. Involve the customer. Ask “closed-probe” questions. Confirm interest. Invite the customer to “drive”. Pause occasionally and summarize at the end of each section. Fumigate as needed.

Copyright © 2008 The Second Derivative – All Rights Reserved.

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Peter Cohan
Have you ever seen a bad software demonstration? Peter Cohan is the founder and principal of Great Demo!, focused on helping software organizations improve the success rates of their demos. He authored Great Demo! - how to prepare and deliver surprisingly compelling software demonstrations. Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.


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