Here are ten tips for developing and delivering new product demos to prospects. While it’s always a good idea to preview inside the team and perhaps call in some favors for “friendly fire” review, at some point you have to bite the bullet and start giving new product demos to prospects. Here are my top ten […]
Ten Tips For New Product Demos Read More »
A Great Demo is a conversations driven by mutual curiosity: you learn about a prospect’s situation and needs as they learn about your product.
A Great Demo Is A Conversation Driven By Mutual Curiosity Read More »
Q: My research focused on the assessment of atherosclerosis in coronary arteries using Computed Tomography examinations as the imaging modality. I have looked at various aspects of atherosclerosis such as volume scores, automatic extraction of anatomical structures, plaque detection, dual energy CT and plaque distribution patterns. I am new to the lean innovation methods and am
Q: How to Apply Lean Innovation Methods To Regulated Industries? Read More »
Managing key commitments to customers is essential to closing deals and preventing churn. Getting a customer the correct answer to a question is a critical sales and support skill: the first step is to write down the question when you don’t know the answer.
Write Down Key Commitments And Questions That Need Answers Read More »
Distinguish tools vs. methods vs. policies. Tools that support a range of methods and policies are much more useful a and much more likely to get used.
Tools vs. Methods vs. Policies Read More »
A recap of Sean Murphy’s presentation on the Great Demo methodology at the Cofounder Club on Wed-Apr-16-2014.
Recap of “How To Give a Great Demo” at CoFounder Club Wed-Apr-16-2014 Read More »
My demos have too much detail,” I said to myself. Change is hard, but we took the “Great Demo” model and tried it. More deals are closing now.
Great Demo Workshop Attendee: “Holy Crap! My Demos Have Too Much Detail” Read More »
Peter Cohan’s Great Demo! methodology will help you improve your sales pitch. It helps you put the bottom line up front.
Improve Your Sales Pitch Read More »
In addition to problem solving skills entrepreneurs need to cultivate and codify their discovery process and problem finding skills.
Daniel Pink: Entrepreneurs Need Problem Finding Not Just Problem Solving Skills Read More »
I have blogged about the BeamWise demo in “BeamWise Blends Biophotonic and Model Based Design Expertise” A First look at BeamWise in Operation” If you are interested in getting a closer look, Kinetic River will be demonstrating it in booth 8639 at the BiOS Conference February 1-2, 2014. If you don’t want to wait that long contact
BeamWise Demo For BiOS 2014 Read More »
Dr. Giacomo Vacca of Kinetic River will present a briefing on BeamWise in operation at the Twenty-Third Cytometry Development Workshop in Asilomar today. Here is a silent four minute video of some key aspects of BeamWise operation he will narrate live as a part of the briefing. Tapio Karras of Design Power will also be on
A First Look at BeamWise In Operation Read More »
When planning a presentation or talk start with the key elements you want the audience to learn.
Is The Stream Of Your Presentation Stocked With Fish For Your Audience? Read More »
From your customers’ perspective you are “differentiating,” positively or negatively, from first contact onward with every conversation and deliverable.
Peter Cohan: Differentiating Your Offers Starts With The First Contact Read More »
Discovery Conversations Enable Effective Product Differentiation Peter Cohan has a very insightful new article out, “Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How“, that outlines how to use discovery conversations to enable effective product differentiation. What follows are some excerpts with additional commentary but the entire article is worth reading.
Peter Cohan: Discovery Conversations Enable Effective Product Differentiation Read More »
The Lego Box Presentation Method is to put meaning before detail. When Lego sells a Starfighter the picture on the box show it fully assembled, not the 560 multi-colored pieces and a collegiate dictionary-size book of assembly directions.
The Lego Box Presentation Method Read More »
The best product demo is a conversation driven by mutual curiosity. Don’t set your PowerPoints on stun. Your goal is to learn more about a prospect’s current situation and needs while they want to learn more about your product and services and how you can help them.
Set Your PowerPoints on Stun Read More »
If your prospect keep raising the same stupid objections and asking the same dumb questions it’s likely that your presentation is lacking or you are frequently talking to the wrong people. For new products, prospect objections are valuable data. Explore the implications and adjust your presentation and demo accordingly.
For New Products Prospect Objections Are Valuable Data Read More »
John Finneran’s postmortem: “Fat startup: Learn the lessons of my failed Lean Startup” shows he did not learn the right lessons from failure.
Learning the Right Lessons From Failure Read More »
Resist the temptation to hype your new product, treat it as an hypothesis not just in your own mind but also in how you describe it to prospects. If strangers tell you what they like about your product or particular ways that they found it useful then you can use that in your messaging for
Hypothesis Not Hype For A New Product Read More »
We reach out to past attendees of the Great Demo workshop and ask them how they have applied the principles and techniques covered and what the impact has been on their business. Ilya Semin, the founder of software startup Datanyze, attended a Great Demo workshop in 2012 and sent us this detailed response. It is reproduced
Ilya Semin of Datanyze on Value of Great Demo Workshop Read More »
