How adept are you with these?

Demos to the 5 Technology Adoption Curve Populations
"Víctimas de quemaduras"
Executive Briefing Centers
Nuevos productos y nuevas categorías
Transactional and High Velocity Sales Cycles
Oportunidades de expansión
Ferias
Almuerzos de trabajo
Internal Players, Third Parties, and Analysts
Channel Partners and Resellers
Demos at Conferences
Demos to Individuals
Small Groups (e.g., 2-10 participants)
Large Groups (11-50 people
Huge Groups (100s)
Y mucho más.

Una de las ideas clave de la metodología Great Demo! es que no existe "una demo para todos los prospectos".

A basic Great Demo! principle is to align your demo with each of your prospect’s specific job titles. A CRO has different requirements than a VP of sales, whose needs are different from the those of front-line managers, who also have distinct requirements vs their salespeople staff.

Add presales players to the mix and you have another set of specific needs and wants. Include marketing, professional services, and customer success, and your complexity increases.

One demo does no fit all prospect job titles.

Similarly, there are differences across a broad range of other prospect dimensions that need to be taken into account in your demos:

Curva de adopción de la tecnología: Each category has specific needs, desires, and differing willingness to accept risk. A technology demo (or painful Harbor Tour) may actually be preferido by some Innovators. Conversely, the Early Majority will want extensive discovery followed by fairly detailed demos of the functionality they plan to use. The Late Majority will require “comprehensive” demos as well deeper additional forms of proof (e.g., POCs and POVs).
“Burn Victims”: These are prospects that suffered a failed implementation or the inability to achieve a predicted ROI. Discovery and demos for this group will require gaining a clear understanding of what happened previously along with demonstrated proof that these Burn Victims won’t endure the same result again.
Executive Briefing Centers (EBCs): These demos need to educate prospect leadership and staff about possibilities and solutions for the future. They leverage Vision Generation Demos, the Enfoque del menú, and often include substantial Vision Reengineering.
New Products and New Categories: Success with these demos requires a clear understanding of the Curva de adopción de la tecnología as it applies to discovery and demos.
Transactional and High Velocity Sales Cycles: How do you execute sufficient discovery and deliver compelling demos in a highly transactional mode?
Expansion Opportunities: How do you leverage your position as the proveedor titular a expand your solution footprint?
Almuerzo y formación Sessions: What is the best way to execute Lunch and Learn demos and similar events? Skilled practitioners find success applying the Menu Approach and Vision Generation Demos for these opportunities.
Tradeshows: The perfect environment to apply the Menu Approach and Vison Generation Demos!

And that’s just the visible portion of the iceberg. You can (and should!) apply Great Demo! principles and skills for demos to internal players, third parties, and analysts. Vendors that sell through channel partners or resellers represent additional dimensions.

If you mentally revisit Level 1 where new hires are learning the “standard” demo, you’ll realize that this is where the trouble begins! Modifying your onboarding training to embrace Great Demo! and Doing Discovery practices will both accelerate time-to-competency and eliminate the need to retrain staff.

Putting it all together takes formación, experience, practice, and coaching. Read Un cuento de prospectos for a humorous, yet pragmatic story that illustrates what no to do and, more importantly, what success looks like (The last story in Suspender la incredulidad)!

Medida(s) para alcanzar el nivel 9: