NEWS & EVENTS

Introducing “Great Connection!”

Remote Demos and Presentations Coaching Sessions

These 90- to 120-minute sessions for small groups will have you connecting and driving interaction with your audiences effectively and confidently.

How?

  1. We’ll introduce and discuss the best practices and tips
  2. And each participant will put the ideas into practice in the session.

We’ll practice:

  • The use of annotation tools
  • Whiteboarding over the web
  • Parking questions over the web
  • Enabling audience members to drive or annotate
  • The Pause button
  • Pre-meeting set-up practices (e.g., checking latency and full screen mode)
  • And (gently but firmly) pushing audiences for feedback and responses

And for those doing webinars or large sessions (with microphones muted):

  • The use of the chat tools
  • Using Q&A along the way
  • Individual unmuting and muting of audience members

You’ll be able to put these skills to terrific use in your very next web demos and presentations – driving interactivity like you’ve never seen before!

Great Connection! Pragmatics

  • We’ll use the tool you typically use (e.g., Zoom, WebEx, GoToMeeting).
  • Group size is limited to 8 participants per Great Connection! session.
  • Duration is 90-120 minutes (plus 10 minutes of set-up).
  • Pricing is $475 per session.

Contact us at Info@GreatDemo.com to book a Great Connection! session right away – and get jump on your competition (because everyone is going to want this)!

 

Great Demo!  Virtual Training and Coaching Options

With emergence of the coronavirus threat, travel and company meetings are being curtailed by businesses around the world – including face-to-face soft skills training and development sessions.

In spite of these restrictions, time otherwise consumed by travel and face-to-face meetings is now available – and presents is an excellent opportunity to “sharpen the saw”. 

Accordingly, the Great Demo! team is available for virtual training and coaching sessions for those new to Great Demo! as well as for existing Great Demo! alumni who wish to improve their practices.

Great Demo! Training for New Customers and New Teams

  • Great Demo! Workshops: Workshops of varying lengths can be facilitated successfully over the web .
  • Great Demo! Seminars: Introductory Seminars are an excellent way to stimulate and begin change – and virtual delivery is a terrific option.
  • Coaching: Introducing and implementing Great Demo! for individuals and small groups is easily done over the web.

Contact us at Info@GreatDemo.com to discuss any of these options.

Great Demo! Coaching for Alumni

These next few months offer terrific opportunities to continue to develop team members’ skills through one-on-one or small group coaching, including:

Solidifying and Improving Great Demo! Fundamentals:

  • Situation Slides creation, tuning and presentation
  • Illustrations generation, presentation, and value communication
  • Demo Role-play practice
  • Managing Questions

Advanced Topics and Skills Building:

  • Remote Demos discussion and role-play practice
  • Multiple Solutions and Complex Demos discussion, guidance, and role-play
  • Storytelling and Making Demos Remarkable
  • Managing POC’s
  • RFP Response Demos
  • Uncovering and Communicating Value 

Contact us at Info@GreatDemo.com to discuss any of these possibilities to continue to improve your skills.

 

Upcoming Webinar – “Getting to Great:  Coaching for 7 Habits for

Stunningly Successful Demos

Date: Friday, April 3, 2020
Time: 8 am PDT / 11 am EDT / 4 pm BST / 5 pm CEST
Duration: 50 minutes

Traditional-average demos – and traditional-average demo delivery – today is simply insufficient.  We’ll introduce seven habits that correspond to (rather dramatic) increases in demonstration success and how to coach your team or yourself to master these habits.

Attend this webinar to:

  • Learn “The 7 Habits of Stunningly Successful Demos” from speaker and author Peter Cohan to move your demo structure and delivery from traditional-average to stunningly successful – mapping to validated and proven best practices.
  • See how to coach your team or yourself towards these specific skills and behaviors from Richard Smith, Co-Founder of Refract.ai.

Now is the perfect time to rethink your demos, retool your demo structure, and refine your demo delivery!

Click here to register.

Webinar Recording – “Scaling Presales Effectiveness”

Peter Cohan joined John Care and Don Carmichael on March 26 when the fine folks at Consensus convened this panel in a “Scaling Presales Effectiveness” webinar.  Click here for access to the recording.

 And if you have specific questions or topics that weren’t addressed, please send them to us at Info@Greatdemo.com.

 

Webinar Recording Available:  What is Presales Series:

Webinar #1 Presales is the secret to shorter sales cycles

 

The fine folks at Vivun hosted this webinar on March 11, 2020:

Buyers want experts. In today’s world of product-led sales there has never been a bigger opportunity or risk in leveraging the presales team. The companies who can use their technology to tell a captivating story, while understanding the technical selling patterns that lead to deals, will simply grow faster than their peers.

  • Learn “The 7 Habits of Stunningly Successful Demos” from speaker and author Peter Cohan to ensure you are engaging prospects, fast-tracking deals, and putting competitors on their heels from the first meeting.
  • Learn how the data generated throughout the technical selling process can unlock secrets to shorten sales cycles from Vivun CEO Matt Darrow.

You can find the recording here

 

Recent Webinar:  The Best “Just Show Me A Demo” Demo

Demonstrating without sufficient discovery is a recipe for disaster! 

Learn how to turn it into a win-win opportunity in this webinar.  You can access the recording here.

Webinar Recording:  The Perfect Demo Environment

You can find the recording here.

Have you ever heard (or said):

  • “Sorry, I don’t have an example like that in our demo system…”
  • “No, we can’t show that workflow – this is a demo database…”
  • “Our demo environment isn’t up-to-date – that’s why this feature isn’t working…”
  • “No, I don’t have good data to show in this report – no data, in fact – sorry…!”
  • “That report hasn’t been built for our demo system – but trust me, it’s terrific!”

In your demos, how often are you apologizing for an inability to demonstrate capabilities, complete workflows, or present compelling results and reports?  Far too often, in many cases!  A perfect demo environment enables you to show what you need, clearly and convincingly. No apologies, no excuses. 

Peter Cohan joined the fine folks at Consensus to provide (some surprising) recommendations for demo environments to make your demos as crisp, compelling and successful as possible.

 

​New Offering – Great Demo! Implementation-Enablement 1-Day Master Class

This class helps you dramatically accelerate the adoption and implementation of Great Demo!  Participants generate the full set of foundation materials while reinforcing key elements of the methodology, enabling your team to put Great Demo! into practice right away! This class is the second step into implementing and mastering your Great Demo! framework.

Contact us for more information.

Wow!  Great Demo! Graduate Wins Salesforce Demo Jam

“Very excited to share this – leveraging what we learned from our Great Demo! workshop a few years back, our team won the Salesforce Demo Jam at the recent world tour – we had 3 minutes to deliver (and encrispen) a high-level overview of our product, and the audience selected the winner!We’ve got a workshop coming up for our entire staff so we can keep this good stuff going, but this was a HUGE win for us that wouldn’t have been possible with what we learned from Great Demo!!”

Over 30,500 Copies of Great Demo!

We are amazed (and quietly proud) to report that well over 30,500 copies of Great Demo! have been purchased, including over 2100 Audiobooks (but not including re-sales of used copies or PDF’s that get passed around).

The question is now becoming:  how well do you (and does your team) implement and practice the methodology?

The Great Demo! Methodology enables differentiation; the degree to which one applies the methodology determines the amount of differentiation!

Great Demo! Public Workshops and Master Classes

Great Demo! Public Workshop opportunities now span the globe (well, nearly).  Registration and additional information for these sessions can be found as follows:

Scheduled:

  • Great Demo! Virtual Public WorkshopApril 15-17, 2020 facilitated from Amsterdam – This Workshop will be delivered as a virtual session, over the web.  You can register here or contact Natasja Bax at NBax@GreatDemo.com for more information. 

     

    Most countries in the world have taken severe efforts to fight the COVID-19 coronavirus.  One of the most impactful measures is that people have to work from home – and the consequences on your business are likely tremendous.  Customers are cancelling meetings and potentially postponing the purchasing process. 

    So, your team is working from home, but many “normal” activities have been put on hold.  What if you could use this time to improve your team’s skills?

    When the COVID-19 virus is more under control and the measures are no longer mandatory, your team will be ready to deliver more impactful demos.

    We have developed the virtual Great Demo Public Workshop using past experiences and recent insights on how to engage the audience remotely.  The Workshop will be delivered in short segments with maximum interactivity and practice.  The time investment will be 15 hours, including 2 hours of demo delivery, over a period of 3 days.

    Because of the difficult circumstances for most companies, we are applying a one-time 20% discount from the regular pricing.

Other Possibilities:

  • Other Dates/Locations – Contact Peter Cohan at PCohan@SecondDerivative.com if you have a desire for other dates and locations, or have questions.

Public Workshops are excellent opportunities for individuals, small groups or for teams that have new hires. They are 1.75-Day Workshops, with the first day focusing largely on core Great Demo! material and the second half or three-quarter day addressing more advanced topics and techniques.

Master Classes:

Public Master Classes bring your team’s demo and Discovery skills to a truly outstanding level of practice:

– Take your team’s demos to the next level
– Develop high-performing Questioning and Discovery skills
– Master complex situations of multiple players and solutions
– Explore more challenging situations, beyond the “core” methodology
– Reward and provide incentive for your team overall

Master Classes are typically 1.5-Days in length.  Participants are expected to have completed a Great Demo! Workshop previously.

 

Remote Demos Webinar – Recording Available

Peter Cohan joined the fine folks at Zoom for a webinar on Remote Demos – the recording is available here.

The name of the game in Remote Demos is interactivity…!  We shared how to take your vibrant personality, push it through the internet, reach out to your audience, grab them, and bring them back with you.  We introduced the latest success practices for delivering crisp, compelling and effective demonstrations to audiences that you can’t see – and keep them engaged throughout.

 

Great Demo! Intro Webinar – Recording Available

The fine folks at Zoom hosted a webinar in which Peter Cohan provided an introduction to Great Demo!  This 45 minute session explores several key concepts and addresses a number of intriguing audience questions – you can find the recording here.

Webinar Recording:  “Competitive Positioning in Your Software Demo”

Join me in a mini-masterclass as Peter Cohan joined Richard Smith (Refract.tv) and Brian Geery (SalesNV) for a lively discussion of managing competition in demos.  We explored:

•          How much can we differentiate our product before the demo even begins?

•          How do we stop the demo from just becoming a feature/function battle?

•          How should we talk about competitors during a demonstration? What is appropriate or not appropriate?

•          How can we explain our competitive advantages in a manner that is persuasive, compelling and memorable?

•          If we have strong competitors that possess real advantages, how can we still win the sale?

You can find the registration page here:  https://www.refract.ai/webinar-competitive-positioning-in-your-software-demo.

Webinar:  “How to Have More Effective Discovery Conversations That Lead to Winning Software Demos”

The recording is available here from this  panel discussion with demo experts and coaches to explore key elements of Discovery.  Topics included:

– What is the difference between Discovery and Qualification (and why is that important)?
– What does having an “effective Discovery conversation” even mean – how much Discovery is enough?
– How to handle “Can you just give me a demo?”
– Discovery questions you can start asking to lead to more successful demos
– How to implement a structured approach to doing Discovery
– How to coach your team (and yourself) to run better Discovery conversations

 

“Anatomy of a Winning Sales Demo” – Webinar Recording

The recording of the “Anatomy of a Winning Sales Demo” webinar can  be found here.  If you would like to see another webinar on the topic, go deeper on some of the ideas or explore other areas that we didn’t have time to address, please let us know!

 

Webinar Recording: How to Take Your Software Demos to the Next Level

How indeed?

Join Richard Smith, Brian Geery and Peter Cohan as we explored life, liberty, and the pursuit of demo excellence during this webinar on August 1.

You can watch and listen to the webinar recording here.  (Feel free to skip the first 3 minutes or so…)

 

Great Demo! LinkedIn Group and User Community – Now Over 6300 Members – Wow!

We have an active Great Demo! Group on LinkedIn – and you are welcome to join. There are now over 6300 members in the Group, many of whom are Great Demo! practitioners. We post topics and ideas for discussion, tips, and information on new tools. Group members are contributing their own thoughts, adding comments to existing dialogues and raising new topics.

We are working diligently to keep the Group as high-value a tool for the community as possible: Postings are monitored, members are vetted, and the Group is kept spam-free. We do encourage carefully selected job postings from vendors with openings (but not from recruiters) and individuals looking for new opportunities.

Think of the Group as an online Great Demo! User Community.

Great Demo! Book Accolades

As noted above, well over 30,000 copies of Great Demo! have been purchased by readers around the world, to date (including 2100 copies of the Amazon Audiobook). Additionally, the book has been awarded the Reader’s Choice designation (twice!) by the publisher. Authors earn the Reader’s Choice award after receiving the Editor’s Choice designation and achieving large sales volumes. In addition to paperback, Kindle, Nook and PDF versions, Great Demo! is also available in audiobook format from Amazon – please note that the voice in the Audiobook is not that of Peter Cohan (he reads the book too fast for a good recording)! The Blog and Great Demo! LinkedIn Group are designed to provide an evergreen extension to the book – you are welcome to explore both – let us know if you’d like to see a 3rd edition to the book published.

Podcasts Featuring Great Demo!

“We the Sales Engineers” Podcasts

I joined Ramzi Marjaba, founder of We The Sales Engineers for not one, not two, but three podcasts (so far…), including:

Segments range from about 40 to 70 minutes in length, providing sufficient time for a comfortable nap…  Enjoy!

Andy Paul, noted sales acceleration podcaster, interviewed me recently – the result is this 43 minute conversation about life, liberty and the pursuit of crisp, compelling demos.  The first few minutes are [boring] chit-chat [not my fault, but does violate some Great Demo! principles!]; once you survive these the balance is tolerably amusing and potentially useful…  Enjoy it here.

A good introduction to some of the key Great Demo! ideas is available in a conversational podcast done with Chris Orlob at Gong.io – you can listen to the recording here.  The intro begins about a minute in; the trouble starts a few minutes later!

 

Great Demo! – Consensus Webinar

Peter Cohan presented a brief Great Demo! overview as part of a webinar delivered with the folks at Consensus.  The recording is available here.

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