Justifying Training - Great Demo

Justifying Training

The Significant Failure of Traditional Demos in Modern Selling

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.

What is Presales Series: Presales is the Secret to Shorter Sales Cycles

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.

Your Persona Demo is Failing!

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.

2020 DEMOFEST Presentations Recordings

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…!

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