What do the modern Olympic games and winning sales demos have in common? 2% That is the statistical difference between the average Gold Medal and Silver Medal in the Olympics. The same holds true for the decision a group of stakeholders makes between staying with their current solution, switching to yours or choosing a competitor. The reality is that any judged event will have a similar bias. Why is that?
In-person demos have disappeared since the start of the COVID-19 pandemic. Pre-sales and Sales professionals are headlong in building bridges to customers using virtual platforms, but many of these virtual demos are missing some key components that will transform the event from a good demo to a winning demo. It is stating the obvious that in-person demo practices don't all translate to virtual. That said, many professionals are executing virtual demos like they did in-person.
In an earlier blog post, we discussed “un-tethering’ in a live presentation. Three zones: laptop, arms-length, approach the audience. Time guideposts: 10 seconds or less, 10 seconds to a minute, a minute or more. Nice & straightforward. Life’s good.
Ah, the good old days. Software was limited in what it could do, user interfaces were simple and single-purpose, and users did not ask for unlimited flexibility. How easy it was then to design, engineer, and demonstrate software.