Demo Crimes Concepts eBook

(HTM/SW

F)

 21 mins

Apr. 25,

2013 

 

Once you have completed this session, you will be able to:

Describe the difference between being good and being great, and how this difference applies to the way in which you demonstrate software

Describe what a "demo crime" is and identify five common ones

List the characteristics common to demo crimes and explain how becoming aware of them will help you avoid committing demo crimes

Describe the characteristics of what we consider the most common demo crime of all.

The Three Guiding Principles for Demonstrating SAP Solutions eBook

(HTM/SW

F)

 36 mins

Apr. 25,

2013 

 

Once you have completed this session, you will be able to:

Understand bridge demonstrating and how it helps audience members see the benefits of your SAP solution

Identify the two areas of the brain that you must understand in order to be able to deliver an effective and winning demonstration

List the three primary components of the structure of a movie and explain how they relate to the best way to structure your software demonstration or presentation

Describe Pareto’s Principle and explain how it will help you manage the effort involved in preparing and delivering your software presentations.

The Tell-Show-Tell Technique Overview eBook

(HTM/SW

F)

 18 mins

Apr. 25,

2013 

 

Once you have completed this session, you will be able to:

Describe the technique used so effectively by "Sesame Street" to make television "sticky" by teaching children through repetition and the organization of information

List the three main components of the technique as it can be applied to demonstrating software

Identify the difference between a Feature and a Benefit

Describe what you will be presenting in each "Act" of your demonstration during the "Movie View of a Demo"

Describe how the Tell-Show-Tell Loop helps you structure your presentation.

Opening and Closing Tells for a Sub-Scene Item eBook

(HTM/SW

F)

 25 mins

Apr. 25,

2013 

 

Once you have completed this session, you will be able to:

List the three elements of a complete opening tell for a sub-scene item

List two methods for delivering an opening tell for a sub-scene item,

Explain how the closing tells you deliver for each sub-scene item can help you build the case for the value of your software

Explain how the Guiding Principles (especially those of the Limbic System and Pareto's Principle) can help you effectively deliver the opening and closing tells of your software demonstrations

Identify how the proper use of the Tell-Show-Tell approach will help you avoid making your software look too complicated

Visually Supporting a Tell-Show-Tell eBook

(HTM/SW

F)

 27 mins

Apr. 25,

2013 

 

Once you will have completed this session, you will be able to:

Explain why it’s important to provide visual support when progressing through your Tell-Show-Tell sequences with prospects

Define the concept of toggling

Describe two different ways you can use PowerPoint to visually support a Tell-Show-Tell

Explain how the Black Slide Technique can be further integrated into your PowerPoint techniques

Describe how you can use the flipchart or whiteboard to visually support a Tell-Show-Tell

Define the Triangle Technique and describe how it combines the use of PowerPoint and the flipchart or whiteboard to visually support a Tell-Show-Tell

Opening and Closing a Demo Scene eBook

(HTM/SW

F)

 35 mins

Apr. 24,

2013 

 

Once you have completed this session, you will be able to:

Explain why the three guiding principles—a Movie View of a Demo, the Limbic System and Pareto’s Principle—should influence your demo scene openings and closing

Describe the three primary techniques you will want to use to open a demo scene.

Explain the difference between an operational benefit and a value oriented benefit and why one should come before the other

List the general limbic techniques you can use during your demo scene openings and closings

Describe three practical ways you can close a demo scene with a value-oriented closing

The Top 10 Demo Crimes - Part 1 eBook

(HTM/SW

F)

 18 mins

Apr. 25,

2013 

 

Once you have completed this session, you will be able to:

Identify the first five of the ten most commonly committed Demo Crimes

Describe the characteristics, categories and dangers that you and your colleagues can use to identify Demo Crimes

List the Correcting Techniques and Best Practices that can be used to effectively avoid committing Demo Crimes

The Top 10 Demo Crimes - Part 2 eBook

(HTM/SW

F)

 18 mins

Apr. 25,

2013 

 

Once you have completed this session, you will be able to:

Identify the second five of the ten most commonly committed Demo Crimes

Describe the characteristics, categories and dangers that you and your colleagues can use to identify Demo Crimes

List the Correcting Techniques and Best Practices that can be used to effectively avoid committing each of these Demo Crimes

Best Practice Tips: More Limbic Techniques eBook

(HTM/SW

F)

 21 mins

Apr. 25,

2013 

 

Once you have completed this session, you will be able to:

Explain the importance of Best Practices in the context of delivering software demonstrations

Define Limbic Techniques and describe how you can use them to get the full attention of your audience

Identify the General Use Limbic Techniques and describe how you can use them in your demo scenes

Identify the Supporting Limbic Techniques and describe how you can use them in your demo scenes