Debilitating Demo Diseases: Atrophied Communication


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Atrophied Communication (aka CRM Refusal) – Pre-Call Inadequacy

Symptoms: Sales rep communicates key pre-call information in the car on the way to the customer, in the customer’s parking lot, or in the customer’s lobby.

Examples: Sales rep: “Oh, by the way, you need to show them the new biframulator tool – I promised them that we’d show it today.”

Presales Person: “Oh – that’s too bad; I don’t have it on my machine. Why didn’t you ever answer my email messages asking what we know about the account and what we need to show?!!”

Cure: Take two cell phones (or Blackberries) daily. Use to communicate pre-call information as needed – well before the demo is scheduled.

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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