{"id":44658,"date":"2026-03-24T16:06:58","date_gmt":"2026-03-24T16:06:58","guid":{"rendered":"https:\/\/greatdemo.com\/?p=44658"},"modified":"2026-03-24T16:06:58","modified_gmt":"2026-03-24T16:06:58","slug":"demonstration-skills-level-4-communicates-business-value","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/demonstration-skills-level-4-communicates-business-value\/","title":{"rendered":"Demonstration Skills Level 4: Communicates Business Value"},"content":{"rendered":"

Value! Value! Value! Value!<\/strong><\/p>\n

The number one complaint from presales, sales, and customer success leaders about their teams\u2019 demos is that \u201cthey don\u2019t communicate business value.\u201d And in order to communicate business value, teams need to know what the value es<\/em> for their prospects!<\/p>\n

Se trata de un nivel de habilidad decisivo. Los que no sepan comunicar el valor empresarial tendr\u00e1n problemas con sus demostraciones; los que transmitan un valor tangible estar\u00e1n en posici\u00f3n de triunfar.<\/p>\n

Most vendor demos don\u2019t communicate valor<\/a> at all, leaving prospects without the ability to sell internally. Some vendors describe generic value, and a subset of these vendors go further to make it tangible. However, the real objective is to communicate the tangible value gains for each espec\u00edfico<\/em> prospect. Let\u2019s break these important ideas down!<\/p>\n

Valor empresarial gen\u00e9rico:\u00a0 <\/strong><\/p>\n

Case 1: In the simplest case, presales, sales, and customer success teams should be able to articulate the intangible benefits of their solution. This might be phrased as, \u201cOur software enables you to reduce the time needed to\u2026\u201d This is too generic and is nearly meaningless.<\/p>\n

Case 2: Slightly better is to communicate the kinds of tangible gains seen across the industry, \u201cOur customers report savings of 2-4 weeks in process time.\u201d But will this resonate with the current prospect? Hard to say!<\/p>\n

Case 3: An additional improvement is to be more specific, \u201cOther customers who are very similar<\/em> to you report process reductions of 2-3 weeks.\u201d This will feel more relevant for the current prospect but note that the numbers are de otra persona<\/em>.<\/p>\n

Valor empresarial espec\u00edfico:<\/strong><\/p>\n

A falta de descubrimiento, los vendedores se limitan a declaraciones de valor gen\u00e9ricas. En consecuencia, el descubrimiento debe llevarse a cabo con el claro objetivo de descubrir elementos de valor significativos y espec\u00edficos de los clientes potenciales.<\/p>\n

During discovery, any time your prospect \u201cadmits pain,\u201d your job is to quantify it. Each of these is a Delta: the difference between your prospect\u2019s current state and their desired future state. While capturing and communicating Deltas is richly developed in both Descubrimiento<\/em><\/a> y GREAT DEMO!<\/em><\/a>, here is an introduction.<\/p>\n

When your prospect says, \u201cIt takes too long\u2026\u201d your response should be two questions:<\/p>\n

    \n
  1. \u00bfCu\u00e1nto tarda hoy?<\/li>\n
  2. How long debe<\/em> it take?<\/li>\n<\/ol>\n

    The difference is the Delta: A simple and direct expression of value. A few additional questions will enable you to do the math (\u201cmaths\u201d for you in the UK, etc.) to calculate meaningful business value statements.<\/p>\n

    Medida(s) para alcanzar el nivel 4:<\/p>\n

      \n
    1. Presenta m\u00e9tricas de valor empresarial tangibles y espec\u00edficas para cada cliente potencial.<\/li>\n<\/ol>\n

      Pros:<\/p>\n