Archive: Demo
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Jan 03, 2011
No CommentsDoing the little things
I was working on a deal recently, and we got to a point where we were losing. There was no doubt about it – you have heard the customer say these things…. “Well, we did prefer the other product when we saw it, but we still are considering you.” “Price will be very important in...
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Apr 11, 2010
No CommentsYou are the product manager!
I talked through a recent deal with a buddy where he faced a tough competitor – actually a stronger company and product. The details do not matter too much – he basically found out during the sales process that the other guy had a distinct advantage. The trick here was that there was not one...
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Apr 05, 2010
No CommentsDemo the solution – not the product
For technical selling, the demo is a core part. Sooner or later, your customer will want to look under the hood and see how it all works. For some people, the selling stops here, and the demos start to roll. You all know what I am talking about – the tech guy starts at the...
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Mar 18, 2010
No CommentsThe “curse” of knowledge!
One thing that we think about constantly at Selling Has Value is how we can improve our sales efforts and our results. Regular readers of this blog will know that in our quest to improve we preach a few common themes: Really care about the customer Ask the questions you really want answers to (even...
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Jan 05, 2010
2 CommentsWe designed it to do that!
sales blog for software about giving your customers what they are looking...
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Jan 02, 2010
No CommentsThe court of selling (not the law one)
In a technical sale, there is always the tension between the “tech guys” and the “sales guys.” I’ve worked in a few industries where we sold as a team and needed a highly-trained tech person to help us sell. In all these cases, we struggled with how involved the tech person should be. Most sales...
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Dec 29, 2009
No CommentsWell…..this product does not look so great
Good way to sell software or another product that has some...
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Dec 14, 2009
No CommentsReal…professional…presos
Reviews of presentations can be soul-numbing, but they always seem to be bring benefit. I guess a review of anything you do over and over in the sales process is always valuable, but presentation reviews seem crucial. It’s amazing that you can see crappy presentations in all kinds of companies. Sometimes, in a partner discussion,...
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Nov 22, 2009
No CommentsThose “customized” demos
We were talking to a potential SE candidate one day – she was big on customized demos. She explained how every demo she did was built for the specific needs for her customers. Another SE, working at our company, assured us that they were all customized already. Geez, they had just done a 6-hour demo...
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Sep 21, 2009
1 CommentWhere is that slide?
Why exactly do we need...
