How adept are you with these?<\/p>\n
Una de las ideas clave de la metodolog\u00eda Great Demo! es que no existe \"una demo para todos los prospectos\".<\/p>\n
A basic Great Demo! principle is to align your demo with each of your prospect\u2019s 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.<\/p>\n
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.<\/p>\n
One demo does no<\/em> fit all prospect job titles.<\/p>\n Similarly, there are differences across a broad range of other prospect dimensions that need to be taken into account in your demos:<\/p>\n And that\u2019s 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.<\/p>\n If you mentally revisit Level 1 where new hires are learning the \u201cstandard\u201d demo, you\u2019ll realize that this is where the trouble begins<\/a>! 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.<\/p>\n Putting it all together takes formaci\u00f3n<\/a>, experience, practice, and coaching. Read Un cuento de prospectos<\/em> for a humorous, yet pragmatic story that illustrates what no<\/em> to do and, more importantly, what success looks like (The last story in Suspender la incredulidad<\/a><\/em>)!<\/p>\n Medida(s) para alcanzar el nivel 9:<\/p>\n Pros:<\/p>\n Contras:<\/p>\n Calificaci\u00f3n: A+<\/p>\n <\/p>\n Explore the Art\u00edculos<\/a> on our website for guidance on these individual topics, including:<\/p>\n https:\/\/greatdemo.com\/discovery-and-demos-across-technology-adoption-curve\/<\/a><\/p>\n https:\/\/greatdemo.com\/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3\/<\/a><\/p>\n https:\/\/greatdemo.com\/demos-for-executives-a-never-stop-learning-article\/<\/a><\/p>\n https:\/\/greatdemo.com\/discovery-and-demos-for-transactional-sales-cycles-when-more-must-be-less-and-less-more\/<\/a><\/p>\n https:\/\/greatdemo.com\/the-advantages-of-the-incumbent-vendor\/<\/a><\/p>\n https:\/\/greatdemo.com\/expansion-and-renewal-demos\/<\/a><\/p>\n https:\/\/greatdemo.com\/lunch-and-learn-demos-a-potent-practice\/<\/a><\/p>\n <\/p>\n See the Third Edition of GREAT DEMO!<\/em><\/a> y Descubrimiento <\/em>for the full methodologies!<\/p>\n GREAT DEMO!<\/p>\n https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n Hacer descubrimientos:<\/p>\n\n
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