Shaun Dicker
The Great Demo! Top 10 List »

  1. Be clear on the objective for the demonstration
  2. Be clear on your customer’s needs
  3. Reconfirm the meeting objective and time constraints at the start of the meeting
  4. Show the “what” first, then follow with the “how.”
  5. Show only the specific capabilities needed to address the customer’s problems
  6. Reveal your capabilities in layers, in accord with the customer’s level of interest
  7. Manage questions
  8. Manage bugs
  9. Manage your delivery
  10. Manage your infrastructure

Posted 1 year ago