Debilitating Demo Diseases: Blackberry Consumption


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Blackberry Consumption

Symptoms: Sales rep sitting in the back of the room completely focused on his/her Blackberry; severely swollen thumbs; impaired ability to communicate in complete, grammatically-correct sentences.

Examples: Tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap…– huh?

Cure: Actively engage in the demo presentation; choreograph the team members’ roles before the demo begins. For example, the sales rep’s role is to:

1. Perform the introductions and review the meeting objectives.
2. Present and review relevant Situation Slides and accompanying Illustrations.
3. Help to manage and capture “Good” (and “Stupid”) questions on a whiteboard, flipchart, or Word document.
4. Redirect audience attention away from the scene of the disaster after a software crash or severe bug.
5. Summarize when appropriate and/or inject pauses in the delivery.
6. Identify next steps and summarize the overall meeting.

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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