Keep a Demo Short Without Rushing the Buyer
A short demo can be more useful than a long one if it leaves room for buyer questions.
Articles – page 2
Decide Whether to Share a Demo Recording
A recording can help absent colleagues, but it can also circulate without the context that made the live session useful.
Move From Demo to Pilot With a Test Plan
A pilot should answer a question the demo could not.
Include Accessibility in the Demo Plan
Accessibility is often treated as a document request after the product has been shortlisted.
Decide What to Leave Out of a Demo
Every extra feature consumes time and can distract from the decision the buyer is trying to make.
Help Buyers Compare Two Demos Fairly
Buyers often watch several vendors in a short period.
Recover From a Demo Glitch Without Hiding It
A failed click or slow screen is uncomfortable.
Handle an Interrupting Buyer as a Source of Signal
A buyer who interrupts the planned demo may be revealing the question that matters most.
Recognize When a Demo Is Too Early
A demo requested on a first call can be useful, but it can also become a substitute for understanding the buyer's problem.
Give Administrators Their Own Demo
The person who configures a product may judge it by a different set of tasks than the team that uses it daily.