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2Win! Global Blog

Discovery On-The-Fly - Uncovering the Underknown

[fa icon="calendar'] 01/17/2020 1:12 PM / by Bob Riefstahl posted in discovery

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Ever Have a Runaway Demo?

Your salesperson, Emma, has a “hot lead.” Kristian, the prospect and a company executive, wants to make a decision quickly and needs a demo “right away.” Emma presses Kristian to provide time to perform a formal discovery so she can get input from other stakeholders. Kristian asserts, “You don’t need to do that. I have a list of requirements from them, and we don’t have time for a bunch of interviews. That would take weeks. Why don’t you get your demo expert to provide us with an overview and we will guide him or her from there?” Emma accepts Kristian’s request, convinces her to send the list of requirements, and sets up the demo for the next business day.

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You’re Overwhelming Prospects: Use the Tell-Show-Tell Method in Software Demos

[fa icon="calendar'] 12/19/2019 11:58 AM / by Ross Jacobson

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It happens all the time. We show prospects how easy and helpful our software can be, but the feedback is that, “it seems too complicated.” How can that be? 

The features of modern software, which may seem simple to us, can easily appear too complicated during a product demonstration. Prospective clients are not only making sure your solution is right for them, they’re also trying to determine whether their team can learn it quickly.

We’ll walk through the problems most encounter with typical demonstration methods, and then show you how to convey the power of your solution and its simplicity using the Tell-Show-Tell demo technique.

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