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In Great Demo! Workshops, we typically discuss when the technical player (SE, SC, etc.) actually receives qualification and discovery information – with the emphasis on “earlier is (much) better”. Cynical Workshop participants often note that pre-demo prospect information is communicated “in the car, on the way to the demo” or “in the lobby at the prospect’s site”.

One deeply cynical participant pointed out that for doing en-route (and in-automobile) demo preparation, the rear seats of most rental cars have more room than the front, if you need to use a laptop and spread out papers…

In what exciting or unusual locations have you seen pre-demo information communicated?

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For more tips and articles on demonstration effectiveness skills and methods, email me at [email protected] or visit our website at www.SecondDerivative.com. For demo tips, best practices, tools and techniques, join the DemoGurus Community Website at www.DemoGurus.com or explore our blog at http://greatdemo.blogspot.com/.

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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