Improving the success rates of customer interactions
We help software organizations achieve their sales, marketing, and retention goals by dramatically improving discovery and the success rates of demos.
There is a remarkable difference between having a great product, doing great discovery and delivering great demos.
At Great Demo! we understand the customer environment, the problems that teams face, and the stumbling blocks that lead to poor sales, retention, and enablement.
Improving the success rates of demos
We help software organizations achieve their sales and marketing objectives by dramatically improving the success rates of their demos.
We provide Workshops, Seminars, Webinars, Keynotes, and Coaching with a focus on the needs of organizations selling business-to-business software – Put the Wow! in your interactions!
We enable sales teams with high-performance strategies and skills that maximize their discovery conversations and demos.
The behind-the-scenes stars of the sales process, we transform Presales teams into surprisingly effective solution and value-focused rock stars.
A strong leader’s power is felt both inside and outside the company. We’ll provide you with strategies and leadership best practices to enable your teams to thrive.
Great Demo! teaches customer success teams how to maximize revenue streams and enhance customer satisfaction from existing clients.
Methodology enables enablement. We’ll help you accelerate onboarding and ongoing development of your teams.
At Great Demo!, we instruct business development representatives on how to quickly and efficiently assess potential customers, optimizing your lead generation processes.
How is your solution going to solve a customer’s problems if you don’t know what the customer’s problems are?
At Great Demo!, we teach your teams the skills required to discover your prospect’s problems and needs. We’ll teach you how to tailor your solution presentations to the point that your customers will think your software was written especially for them.
How are you going to keep your customers engaged if you don’t know how to tell a story?
How are your customer facing teams expected to perform if they don’t have the training or experience necessary?
With our solution consulting and virtual workshops, we’ll get your sales team firing on all cylinders, ready for any situation and environment.
Imagine the success you will have! Below is the feedback provided by folks just like you.
Chief Commercial Officer - Tytocare
Great Demo! sets the standard for how to communicate value, frame a conversation, and craft an effective story. It focuses on what a customer truly needs as opposed to what you think they need. It pivots the demo to a compelling story that has relevance and shows the client a vision of what is possible. That is why I have standardized on the Great Demo! and brought it into several organizations. The results speak for themselves. Shorter sales cycle times, shorter to no proof of concepts, and larger deals generated through focused conversations and discovery.
Chief Commercial Officer - Incorta
There are things you learn in life, things you are taught that are so relevant and so impactful that they stick with you for a lifetime. For me, ‘Great Demo!’ is not only about creating engaging demos, it’s a masterclass in ‘reverse chronology’ storytelling.
Director of Solution Consulting, Sage UKI Medium Business - Sage UKI
Sales Director - Swimlane
Global Vice President Solution Engineering - Contenful
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Great Demo! 3rd Edition?
I’m contemplating drafting a 3rd Edition of Great Demo! and would love to include success stories from existing practitioners. I’ve also been thinking about a Foreword written by those of you who directly benefited from applying the methodology. In addition, are there any topics you would like to see included? …
DEMOFEST West Coast Live and Face-to-Face: “Overcoming Sales Objections” – March 29 San Francisco
I’ll be presenting “Overcoming Sales Objections – Why Many Sales Objections Shouldn’t Need to Be Overcome” at this face-to-face presales conference: “Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections in our demos and need …
“In the Hotseat” Discovery Recording
The recording is now available from this intriguing 47-minute discussion of Doing Discovery. I joined co-hosts Michael Fauscette and Pete Smith as they put me “In the Hot Seat”! We explored: Enterprise sales productivity defined Declines in sales productivity Obsolete enterprise sales process thinking Only 13% of vendors understand their prospects’ needs Discovery and …