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.
There are currently well over 75 articles in our articles page – here’s a handy index to help you find specific topics and explore others. Enjoy!
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…!
Here are seven demo success factors that lead to closed business.
For the clueless, not a thing. But for those who are awake and aware, better demos are exceptionally valuable…
This article was specifically written for:
– Presales managers and mentors (guidance on implementation and coaching your team)
– Presales individual contributors (read the article as if you were coaching yourself)
– Anyone contemplating implementing a sales or presales methodology (especially senior management)
