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Assessing Demonstration Skills Levels – Level 1: Stunningly Awful Harbor Tour Demos!
Level 1: Follows the Standard Demo Script
Most presales, sales, and customer success new hires go through basic training on their company’s products and systems, along with introductions to their go-to-market and sales process steps. For presales, customer success, and some salespeople, this includes learning the basic “standard” demo for each product they will represent.
A continuación, muchas organizaciones comprueban si el nuevo miembro del equipo domina estas demostraciones estándar mediante juegos de rol de certificación. Ese es el Nivel 1, que suele centrarse en garantizar que el empleado comprende las distintas capacidades de su software y el posicionamiento pertinente.
These standard demos are generally structured in a linear flow that includes presenting navigation, setup and customization options, various workflows, and reporting (if time allows!). They are not optimized for any specific prospect or demo scenario, and they are definitivamente not focused on the interests of specific job titles or adjusted for any markets or verticals. Disturbingly, any relevant discovery information is ignored, as well!
These demos are commonly known as stunningly awful Harbor Tours.
They are woefully ineffective. They fail to inspire vision; they fail to achieve technical proof; they suffer deeply from Recompra; and they are the recipients of countless painful jokes from prospects, customers, and more experienced vendor teams.
Amusingly, they are celebrated by the competitors of the vendors who present these Harbor Tours!
Generally, (hopefully!) there is an expectation that vendor practitioners will only use these standard demos as a starting point. Unfortunately, many team members continue to follow these same unproductive demo pathways for years…! (Visualize a mass of lemmings marching unconcernedly towards a cliff.)
Medida(s) para alcanzar el Nivel 1:
- "Certificación" por parte de un directivo, un equipo de certificación, un mentor o un colega.
Pros:
- Proporciona a los profesionales una comprensión de las capacidades de su software.
Contras:
- ¡Únete a la población de impresionantes Harbor Tours!
- Inadecuado para la generación de visión.
- No apto para conseguir la Prueba Técnica.
- Demos are generally a monologue.
- Unbelievingly boring!
- Suffers from severe Recompra.
Calificación (para demostraciones a la mayoría de prospectos): F
Want to improve? Choose the mechanism that works best for you!
Workshops, Seminars, and Webinars:
https://greatdemo.com/training/workshops/great-demo/
Books:
Gran demostración Tercera edición:
https://www.amazon.com/dp/B0C9SNKC2Y/
And see “Origins of the Harbor Tour” in Suspending Disbelief for actual story!