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Peter Cohan's Latest Great Demo Newsletter

The full PDF lives here: https://www.secondderivative.com/top-ten-list---what-not-to-do.html but I also attached it - I think Peter encourages saving and sharing it.

A summary:

The Stunningly Awful Demos (“SAD”) Top Ten List. Things NOT to do:

 

1. Be unclear on the Customer’s Needs: “The Harbor Tour”
2. Present a Linear Demo from beginning to end: “Where is this going…?”
3. Start with a Corporate Overview: “Death by Corporate Overview…”
4. Don’t reconfirm the Time Constraints for the meeting: “Sorry, we’re out of time…”
5. Show as many Features and Functions as possible: “…And another thing you can do is…”
6. Show the same demo, regardless of the Customer’s Depth of Interest: “One for all…”
7. Let Questions interrupt and take control of your demo: “But what about…?”
8. Let Bugs and Technical Issues consume you: “Gee, it’s never done that before…”
9. Limit the time you show your big Pay-Off Screen: “Ta-da… Any questions?”
10. Avoid Summarizing: “And the next really cool thing I want to show you is…”