Debilitating Demo Diseases: Overscriptosis (Hardening of the Demo)


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Overscriptosis – Hardening of the Demo

Symptoms: Following a rigid vendor-created demo script, regardless of the needs or interest of the customer. Difficulty in determining if the demo is live or recorded, even with the presenter’s mouth moving in the front of the room.

Examples: “Let me check my script for the next thing I need to show you…”

“Hang on a moment, I need to find my place in the script…”

Cure: Inject Reality, intravenously. Invest in sufficient qualification and discovery with the customer to determine what Specific Capabilities are desired. Show these, only, following the Great Demo! methodology:

1. Review the customer’s Situation
2. Present an Illustration of the end result
3. Do It (prove it in the fewest number of steps)
4. Peel Back the Layers in accord with the customer’s interest
5. Manage questions
6. Summarize

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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