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Workshop Topics

In addition to the "core" Great Demo! concepts, here is a range of topics that can be included,
​excluded or explored in accord with your interests in a Great Demo! Workshop:

Mobile and Tablet Devices:

The growing use of smart phones and tablets (e.g., iPads) is enabling major changes to demo dynamics – now you can literally bring the demo to your customer.

Improving Discovery and Qualification:

Many demos fail due to a lack of customer information – we’ll introduce methods to uncover and organize the key information needed to prepare effective demonstrations.

Challenger/Insight Selling Models:

As marketing has struggled to move “latent pain to pain”, many sales teams have adopted a more assumptive approach to engaging customers.  We’ll explore have to create and deliver demos for these “challenging” situations.

Remote Demos (e.g., via WebEx, GoToMeeting and similar tools):

a topic of high interest – we share how to increase interactivity and improve success.  Role-play sessions using the tools transform the ideas into day-to-day practice.

Introducing New Categories and “Crossing the Chasm”:

“Wow – I had no idea this was possible…!”  How to engage audiences with products and solutions that have never been seen before.

Storytelling:

Strong stories improve demos and help customers better remember key messages.  We explore how to capture, create and deliver compelling stories for your customer demos.

White-boarding:

PowerPoint can be pedantic – we explore white-boarding and other “non-linear” presentation techniques to engage and refresh audiences and improve their retention of key points.

Out-flanking Competition:

Methods to anticipate, manage and overcome competitors in demo and related interactions.  How to bias qualification and discovery towards your capabilities and block competition.

Uncovering and Leveraging Value:

Tactics and a process to determine value in specific numbers from the prospects’ own situations – and how to re-present this key information in demos and presentations.

Making Demos Remarkable:

We explore, develop and document practices that help your demos stand out, positively.

POC’s, POV’s and Sandboxes Tools and Strategies:

The essence is quid pro quo – how to manage the process overall to get the business; when to do and when not to do POC’s and Sandboxes; strategies to increase your success rates.

RFP’s and Scripted Demos:

Successful strategies and tactics to increase your success rates with scripted demos and RFP responses, including when to pursue, when to pull back, and how to gently subvert the process in your favor.

Keeping Demos Fresh:

How to make each demo appear as fresh, engaging and exciting – even after the 25th demo delivered that month.

Supporting Partners and the Channels:

Creating demos and demo toolkits for partners and resellers, and persuading them to sell your solutions preferentially – key aspects of enabling channels to sell effectively.

Highly Transactional Sales Cycles:

How to perform just enough Discovery and present a crisp, compelling demo based on Discovery just completed – in a 30-45 minute call…!

Managing Questions:

How to avoid getting dragged off-topic and how to deal with hostiles elegantly and effectively.

Crystallizing the Message:

What does your company do?  Revitalizing otherwise boring "elevator pitches" to make them provocative - conversation starters.

Regional and Local Cultural Differences:

Strategies and tactics for working with different cultures and mixes of different cultures - word and phrase choice, pointing techniques (be careful!) and other culture-specific guidance.

Calling and Presenting Higher:

Many organizations are under pressure to call higher into their customers - but must presales teams are still operating at a lower, more technical level.  We'll share methods to enable the team to comfortably move out of their comfort zones.

Presentation Content and Skills:

Improving the organization and presentation of the content is the main focus – along with tips and techniques to engage and compel audience interest throughout the course of a presentation.

Demo Metrics:

What can be measured, what should be measured and how to apply and act on the results.

Team Tactics:

Team-oriented methods and practices for presales, sales and marketing staff in preparing and delivering demos.  Roles and guidelines are developed and practiced for the selling teams to improve results – when demos are delivered face-to-face as well as via a remote connection.

Trade-show Demos:

Trade-shows are phenomenally expensive – we’ll work through clever methods, tips, and best practices to help you get the best return on your investment.

New Product Roll-outs:

Vision Generation at its most challenging – we’ll help you create your go-to-market messaging and demos for new products, and shortening the time to getting your first real reference customer!

Post-Demo Practices:

“How do you think it went…?”  Capturing and acting on information gathered and promised during the demo can be nearly as important as the demo itself.

Reference Selling and Informal Success Stories:

These are the lifeblood of a software sales and marketing organization!  We’ll develop the structure and methods to capture this key information and create a set of your own.  The team will be ready to leverage these immediately.

Transition Vision:

Differentiating by helping prospects visualize how they can move from their current problem situation to the future state represented by your solution.

Identifying and Leveraging Demo Capital:

Many organizations, teams and individuals are unaware of the often surprising depth and breadth of capital associated with demos – ranging from success stories, to tips and tricks, to demo data and scenarios.  We help you identify, catalog and explore methods to capitalize on this information and know-how.

SaaS Software Demos:

SaaS (aka “Cloud”, “On-Demand”, “Hosted”, etc.) offerings have their own, additional set of demo challenges.  We identify and cover how to address SaaS customer concerns and demo situations.

Additionally, if your team has had training in a specific sales methodology, such as Solution Selling, CustomerCentric Selling, TAS, ValueSelling, SPIN, Miller-Heiman, etc., we can map the vocabulary of the Workshop to the method you employ.  Alternatively, if your team has not had such training, we can also plan to include logical segments to provide the participants with the tools, skills, and vocabulary to qualify prospects in real-time.