The Best Demo Is: No Demo!


Share on LinkedIn

A demo is, generally speaking, a form of proof or vision generation. Our objective in sales is to secure the order using the leastexpensive form of proof.

With that in mind, here, in order of increasing expense for the vendor, are forms of proof for a customer:

Reference call (to another, similar customer or peer) – basically free

Vision Generation Demo – very little resource required

Technical Proof Demo – moderate resource required

POC – (often) enormous resource required

Pilot – yet more (although some Pilots are paid-for, they still potentially consume huge amounts of vendor resources)

Our objective in a sales process is to stay as high as possible on this list. (And shame on the sales team that offers a POC without the customer requesting it…!)

Republished with author's permission from original post.

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.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here