Debilitating Demo Diseases: Auto-Demo Hell


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Auto-Demo Hell – Cluelessness in Recorded Demos

Symptoms: See Vacuuosititis. Additionally, victim assumes that all prospects have the same problem, the same challenges, and the same objectives. Victim attempts to create a “one-size-fits-all” demo in spite of serving multiple markets and job titles. Viewers habitually drop-out of the 20 minute recording after only 2 minutes. Victim delusion and hallucinations may occur, signified by calling this a “highly qualified, hot lead”.

Examples: “Click here to watch our product demo.”

Cure: Create a cocktail of Informal Success Stories; then distill carefully to recover the High-Probability Sales Situations. Craft focused, specific demos for each targeted Sales Situation and provide a Menu to prospects browsing to guide them to the relevant Sales Situation by Job Title and/or Industry. Note: symptoms may reappear with each new software release.

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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