NEWS & EVENTS

See our Blog on the Resources pages for other news…

 

 

DEMOFEST 2022

This year’s DEMOFEST lineup looks terrific!  Here is how to register.

Sessions from the Great Demo! Team include:

  • Build Trust and Eliminate Credibility-Crushers on Video – Julie Hansen May 18, 10:00 – 11:00 AM Pacific
  • Stunningly Awful Demos: Insufficient Customization – Peter Cohan May 18, 12:00 – 1:00 PM Pacific
  • Scaling PreSales: How to organize your PreSales teams when Resources are scarce, Customers are more demanding, and Software evolves at the speed of light – Natasja Bax May 19, 8:00 – 9:00 AM Pacific
  • Category Creation of Demo Automation – Peter Cohan joins this Panel Discussion May 19, 1:00 PM Pacific

We will also have a virtual booth available during the conference, and the speakers above will be available for live chat conversations for an hour after each presentation.

Looking forward to seeing you there and connecting!

 

Webinar Recording:  The Evolution of PreSales with Natasja Bax

You can find the recording here – enjoy!

“Adapting to Meet the Demands of Modern B2B Buyers

Join us at the newest Xpert Series virtual meetup where industry leaders, innovators, and coaches discuss the revolutionary methods they employee to solve complex problems in PreSales. First up, Natasja Bax.

Buyer journeys have evolved and companies must adapt to the new modern buyer if they wish to survive—making PreSales more strategic than ever. With the shift in B2B selling and escalated importance for PreSales we must ask ourselves: What will it take to excel at the next stage of PreSales?

The owner of The DemoScene and Great Demo! Partner Natasja Bax has been tracking the PreSales Evolution and will be joining us April 28 at 14:00 GMT for a fireside chat-style discussion about where PreSales has come and where it is continuing to go. This session will be live & interactive so come prepared with questions and an open mind to the future of PreSales.”

 

Webinar Recording:  How to Truly Engage Customers During Product Demos

Great Demo!’s Peter Cohan joined Demodesk’s VP of Revenue Lauren Wright to explore best (and worst!) practices for driving interactivity in demos delivered over the web.

Topics included:

  • Structuring the demo – what and how to show
  • Presentation/demo mechanics for driving interactivity
  • Support tactics such as summaries, chunking, and rescues
  • Coaching methods, tips, and practices, including The Manager’s Dilemma
  • Ongoing learning

You can find the recording here.  Enjoy!

 

Upcoming Great Demo! Public Workshops

North America June 7-9, 2022

EMEA July 4-5 (Face-to-Face)

EMEA September 6-8 (Virtual) 

Our next North America Great Demo! Virtual Public Workshop is scheduled for June 7-9.  You can find registration and additional information here – contact Julie Hansen for additional details.

Our next EMEA Great Demo Public Workshop will take place July 4-5 in Amsterdam – this will be an in-person, face-to-face session. You can find registration and related information here. Contact Natasja Bax for additional details.

An EMEA Great Demo! Virtual Public Workshop is scheduled to take place September 6-8 for folks in Europe and the UK time-zones. Click here for more information – or contact Natasja Bax for more information.

 

SKO and QBR Sessions

At your next SKO or QBR, contemplate including a Great Demo! Seminar to stimulate thinking and begin the process of change or schedule a Great Demo! Workshop to train the team.  Seminars and Workshops can be face-to-face or delivered virtually.  Topics include:

  • Great Demo! Fundamentals
  • Hybrid Demo Meetings – Opportunities and Realities of Mixed Face-to-Face and Virtual Demos
  • Managing POCs and Evaluations (for Fun and Profit)
  • Storytelling and Demos
  • Vision Generation Demos – the Crisp Cure for Stunningly Awful Harbor Tours
  • Demos for Expansion and Renewals Scenarios
  • The Perfect Demo Environment
  • The Perfect Presales/Sales Partnership
  • Great Demo! Approaches for Enabling the Channel
  • Seven Levels of Discovery
  • Driving Interactivity in Virtual Demos
  • And More…

Contact us to discuss organizing a custom session for your team! 

 

Other News!

 

Great Demo! Certified Coaching Program

 We are delighted to announce that Kerry Sokalsky of Presales Mastery is now a Great Demo! Certified Coach – and has launched an innovative program for Great Demo! Workshop graduates.  This is a terrific opportunity to achieve superior execution of the Great Demo! methodology in a 1-on-1 setting:

Retention of even the best sales training can wane over time if not regularly practiced and reinforced.  Presales Mastery’s Great Demo! coaching program reiterates and builds on the concepts learned in Great Demo! Workshops by evaluating and coaching participants on their use and execution of Great Demo! practices in demos to actual prospects.  In doing so, clients both protect and augment their training investments.

 Participants are coached on multiple demos over a 3-month period using an online coaching platform (to share and retain feedback) and live coaching calls.  The coaching spans three primary areas:

  • Detailed Demo Feedback: 15-30 points of feedback that specifically target the greatest opportunities for improvement
  • The Great Demo! Performance Scorecard: Over 75 metrics track participant’s adherence and execution against the methodology taught in Great Demo! Workshops
  • The Presales Mastery Demo Performance Scorecard: 95 demo best practices metrics across 13 categories objectively measure each individual’s detailed performance and coaching progress, and allow for performance comparisons across the team

 Participants of the Great Demo! coaching program see enhanced retention and superior execution of the Great Demo! methodology over time as core concepts are reinforced and coached in the context of real-world demos delivered to prospects.  Clients’ improved demo performance typically results in win and deal progression rate improvements of 10%-20%.

 At the conclusion of the coaching program, detailed analyses of scorecard data are provided for each individual participant and the entire team, providing clients with blueprints for future enablement, and objective data for use in performance reviews and evaluations.”

 Contact Kerry for more details!

 

See our Blog on the Resources pages for more postings…

 

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:

North America June 7-9, 2022

EMEA July 4-5 (Face-to-Face)

EMEA September 6-8 (Virtual) 

Our next North America Great Demo! Virtual Public Workshop is scheduled for June 7-9.  You can find registration and additional information here – contact Julie Hansen for additional details.

Our next EMEA Great Demo Public Workshop will take place July 4-5 in Amsterdam – this will be an in-person, face-to-face session. You can find registration and related information here. Contact Natasja Bax for additional details.

An EMEA Great Demo! Virtual Public Workshop is scheduled to take place September 6-8 for folks in Europe and the UK time-zones. Click here for more information – or contact Natasja Bax for more information.

Other Possibilities:

  • Other Dates/Locations – Contact Peter Cohan 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 typically 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.

 

Great Demo! LinkedIn Group and User Community – Now Over 7750 Members – Wow!

 We have an active Great Demo! Group on LinkedIn – and you are welcome to join. There are now over 7750 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

Over 35,500 copies of Great Demo! have been purchased by readers around the world, to date (including over 3200 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)!  Our Blog and Articles (available on the Resources pages of this website) 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.

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