Demo Caffeine!

“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?”

I joined Tom Pisello the “ROI Guy” and April Morley of the Enterprise Value Collective for this well-brewed discussion on their fabulous Value Coffee Podcast:

(Minutes:Seconds into the recording)

• 0:00     Introductions.
• 1:30     What do buyers expect when they click the “Book a Demo” button?
• 3:00     Flipping the script on traditional, boring overview demos.
• 5:45     Avoiding “Buying It Back.”
• 7:00     An interesting and important aspect of human attention and retention.
• 9:00     Meeting expectations…
• 10:00   The recipe for Vision Generation Demos.
• 13:00   The segue into discovery!
• 13:30   Tom’s version as an alternative, yet similar approach.
• 14:45   The reasons for No Decision outcomes.
• 15:30   Identifying Critical Business Issues.
• 16:00   The importance of tangible value.
• 16:45   The importance of Critical Dates/Compelling Events.
• 18:00   The book that should have been written first: Doing Discovery!
• 19:00   Identifying outcomes and associated value.
• 20:15   Uncovering Deltas.
• 21:30   Attaching the value to the software screens.
• 22:00   Sales-presales teaming.
• 23:00   An amusing analogy for demos.
• 24:00   An example of team play during the demo.
• 24:30   Defined roles…
• 25:30   Leveraging the Primacy-Recency effect.
• 27:45   Two words to avoid in demos…

Play the recording at 1.5x speed to get the full effect of the caffeine and enjoy!