Assess Your Situation and Demos
See how you are doing with your demonstrations:
See how you are doing with your demonstrations:
Your Results:
We can discuss your results with you in more detail and suggest courses of
action for improvement. For example, based on your Assessment we can make
initial recommendations for a focused Workshop to increase your overall
success in the target areas.
Another option is the DemoGurus community website, to improve your practice
and gain a competitive edge. You can register for a month’s trial use here.
We can discuss your results with you in more detail and suggest courses of
action for improvement. For example, based on your Assessment we can make
initial recommendations for a focused Workshop to increase your overall
success in the target areas.
Another option is the DemoGurus community website, to improve your practice
and gain a competitive edge. You can register for a month’s trial use here.
| Copyright 2005-2008 The Second Derivative. All Rights Reserved. |
Use this as a “self-assessment” tool, as a comparison with
others, or to ask us to review an existing demo:
others, or to ask us to review an existing demo:
Demo you’d like us to review (gratis) – enter URL or email:
* Enter your E-mail address above, complete your
Assessment and Click on SEND ASSESSMENT below
Assessment and Click on SEND ASSESSMENT below
| We Could Do Better: |
| We're Doing Poorly: |
| We're Doing Well: |
Customers are well-qualified before delivering demos:
Qualification information is communicated effectively and timely,
prior to preparing demos:
prior to preparing demos:
We are clear about our objectives when scheduling demo
meetings with customers:
meetings with customers:
We are clear about our customers’ objectives:
Our demos map well to mixed audiences (e.g., management,
end users, IT):
end users, IT):
We qualify new people before proceeding with a demo:
Our demos are compelling and engage audience interest:
Audience questions are managed well and do not disrupt the flow:
Our demos are clear and focused, and not too confusing or complex:
Demos are customized to fit customer-specific situations:
We use appropriate vocabulary and avoid company acronyms
and jargon:
and jargon:
Our remote demos (e.g., WebEx / Live Meeting) are effective and
compelling:
compelling:
Our remote demos do not suffer from the lack of direct face-to-face
feedback.
feedback.
Customers retain a clear vision of themselves being able to use
our software:
our software:
We are happy with the number of demos required to close the
business:
business:
Our demos are more compelling or convincing than our competitors’:
We typically achieve our objectives in demo meetings:
Our sales forecast is predictable and transparent:
We are comfortable with the number of sales projects that end as
“no decision”:
“no decision”:
Larger orders of licenses or services are not being lost or at risk:
“Shelf-ware” (undeployed licenses) is not an issue for us:
Communications between pre- and post-sales teams are smooth
and consistent:
and consistent:
Our Professional Services team (e.g., Training, Consulting) is able
to focus on its objectives (as opposed to “cleaning-up” after sales):
to focus on its objectives (as opposed to “cleaning-up” after sales):
Customers are harvested for reference and success stories to
support new sales:
support new sales:
My overall assessment of our demos - preparation, delivery, and results:
(On a scale from 1 to 10, with 1 = Lowest and 10 = Highest)
(On a scale from 1 to 10, with 1 = Lowest and 10 = Highest)
Demo Assessment
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