{"id":7108,"date":"2020-01-02T22:39:01","date_gmt":"2020-01-02T22:39:01","guid":{"rendered":"https:\/\/greatdemo.com\/?p=7108"},"modified":"2023-06-21T20:13:36","modified_gmt":"2023-06-21T20:13:36","slug":"asombrosamente-exitosa-gran-demo-implementacion-una-perspectiva-de-los-practicantes","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/stunningly-successful-great-demo-implementation-a-practitioners-perspective\/","title":{"rendered":"\u00c9xito asombroso \u00a1Gran demostraci\u00f3n! Implantaci\u00f3n: la perspectiva de un profesional"},"content":{"rendered":"

Stunningly Successful Great Demo! Implementation \u2013 A Practitioner\u2019s Perspective<\/strong><\/span><\/p>\n

Congratulations, you\u2019ve survived a Great Demo! Workshop. Now what?<\/span><\/p>\n

Some folks start making changes right away. Others watch to see how it goes with their peers. And (sadly) a few ignore the investment completely\u2026<\/span><\/p>\n

If you want to go to \u201cclub\u201d \u2013 if you are looking to collect more bonus and commission \u2013 if you would like to move from individual contributor to becoming a mentor, team-lead, principal, or manager \u2013 if you hope to include any of these on your resume \u2013 or if you simply have the desire to continue to improve \u2013 then you need to get to work!<\/span><\/p>\n

This article presumes nothing about your organization. In the best case, your manager is ready and eager to coach you, supported by a full set of resources from your enablement team. In many cases, however, you may be largely on your own. Accordingly, you must take responsibility for your own success\u2026!<\/span><\/p>\n

Let\u2019s explore how to get the most from the training you experienced.<\/span><\/p>\n

Change Has (Substantial) Rewards<\/strong><\/span><\/p>\n

To whet your appetite, here are a few examples of results of change from Great Demo! Workshop participants:<\/span><\/p>\n

\u201cA Real Differentiator\u2026\u201d<\/span><\/p>\n

\u201cThis has become a real differentiator for us in conversations. It has become a great standard process used between sales and presales to ensure we are on the same page walking into a call.<\/span><\/p>\n

A recent interaction with XXX Corp, where we were given feedback that we were the only company out of 5 invited in that actually listened to their needs and delivered a demo focused on their specific use case.\u201d<\/span>
\n – Sales Director<\/span><\/p>\n

\u201c\u2026Send Him the DocuSign.\u201d<\/span><\/p>\n

\u201cWe had a great discovery conversation with XXX in Indianapolis. The owner was open and willing to share the true pain they are experiencing. We set our presentation for 48 hours later and showed them how we\u2019d fix their issue straight out of the gate. That took a total of 11 minutes. After another 29.5 minutes, we completed our presentation (demo) at which point the client asked us to send him the DocuSign.\u201d<\/span>
\n – Regional Sales Manager, Transportation Software<\/span><\/p>\n

\u201cSubject: Great Demos Are Working!\u201d<\/span><\/p>\n

\u201cI took your Great Demo! class in late 2016. We were slow to completely implement the principles of the Great Demo! into all parts of our demo, but I am glad we revisited it at the beginning of this year and implemented it into all our demos and scoping calls. We have also started doing a lot more scoping calls to make sure that the demos only focus on what people need.<\/span><\/p>\n

Well, this year it has paid off! We had 7 app sales in 2017 and with the use of the Great Demo! principles and scoping calls we completed to 19 in 2018 and have over 23 sales in 2019 and a few more about to sign up!\u201d<\/span>
\n – Val – Marketing & Support Specialist, Non-Profit Organization Software<\/span><\/p>\n

\u201cDRASTIC\u201d<\/span><\/p>\n

\u201cSo obviously it is slightly early to put insight into performance over a long period of time but I have noticed a DRASTIC decrease in ALL of my sales cycles after the Great Demo!<\/span><\/p>\n

This past month I had 2-3 demonstrations that closed within about a month of the opportunity being created and only a week or two after the demo.<\/span><\/p>\n

I will continue to collect data and insights but my sales cycles have compressed greatly since this class.<\/span>
\n I want to mention the only way to see progress is to have some way to quantify or measure it.<\/span><\/p>\n

I have numerous dashboards that track where I spend my time, the demos I conducted their opportunity status, and metrics around sales cycles. Since the Great Demo! class I have closed 5 deals (1 renewal, 3 new logos, and 1 upsell). That puts me at 36 new logos this year.\u201d<\/span>
\n – Solution Consultant, ITSM Software<\/span><\/p>\n

These success stories have a few embedded messages that we can learn from:<\/span><\/p>\n

    \n
  1. In the first organization, Great Demo! has become standard practice.<\/span><\/li>\n
  2. In two organizations, improved Discovery skills yielded fabulous results.<\/span><\/li>\n
  3. The third organization revisited Great Demo! well after the training was completed \u2013 with terrific outcomes.<\/span><\/li>\n
  4. 4. All tracked their progress, using one or more metrics.<\/span><\/li>\n<\/ol>\n

    Did they implement everything they learned in the Workshop? Nope \u2013 each chose a few high-value elements to focus on first, and then expanded their practice over time.<\/span><\/p>\n

    Setting Goals<\/strong><\/span><\/p>\n

    It is challenging for any individual to move from traditional demos to a full Great Demo! implementation in a single leap. Accordingly, we recommend ongoing, consistent progress towards small, achievable goals.<\/span><\/p>\n

    With that in mind, here are five key Great Demo! elements that represent large implementation objectives:<\/span><\/p>\n

      \n
    1. Generate and use Situation Slides<\/span><\/li>\n
    2. Develop and present Illustrations<\/span><\/li>\n
    3. Break up your content into short, discrete chunks<\/span><\/li>\n
    4. Use the fewest number of clicks<\/span><\/li>\n
    5. Remember to summarize<\/span><\/li>\n<\/ol>\n

      Let\u2019s take Situation Slides and create a set of smaller, along-the-route goals:<\/span><\/p>\n