In the midst of an economic downturn, organizations struggle with unstable business environments, precipitating budget cutbacks, workforce downsizing, and debilitating skill deficits. Even though …
Steering Through an Economic Downturn: The Urgency of Upskilling Your Workforce Read More »
Do No Decision outcomes increase during economic downturns? What do you think? What is the impact?
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while …
Seven Validated Habits for Stunningly Successful Demos Read More »
While this information does not signal the demise of the seller’s role, it does require that we use more advanced and effective mechanisms to influence and impact buyers’ decisions, especially when providing a demonstration. Fortunately, demonstration skills improvement courses have existed for years yet many train traditional practices originated in the early 2000s. As an example, you may have heard of one demo approach simply illustrated as Tell, Show, Tell (T-S-T). The traditional Tell, Show, Tell approach has served the industry well for years and has helped many presales consultants improve their ability to tell stories and connect with buyers. When we consider new research from the world’s leading sales methodologies we find that the old school practices are simple yet have failed to keep pace with innovation and best practices.
Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you and your team stand, based on twelve levels of increasing proficiency – the Twelve Levels of Demonstration Skills.
Learn “The 7 Habits of Stunningly Successful Demos” from speaker and author Peter Cohan to ensure you are engaging prospects, fast-tracking deals, and putting competitors on their heels from the first meeting.
Learn how the data generated throughout the technical selling process can unlock secrets to shorten sales cycles from Vivun CEO Matt Darrow.
The breakdown with persona-based demos is the lack of ability to fully connect the challenges your audience is having with the value your solution provides.
This article explores the road(s) towards demo and presales mastery – and may change your perceptions whether you are experienced or new to the discipline.
The recordings of Peter Cohan’s “7 Habits for Stunningly Successful Demos” presentation and Julie Hansen’s “Acting Tips for Connecting On-Camera” as well the other DEMOFEST sessions and the final panel discussion are available for your viewing pleasure…!
