by Peter Cohan | Jul 6, 2020 | Great Demo! Resources, Advanced Topics, Virtual & Remote Demos | 0 comments
You can use your spacebar as a “push-to-talk” button when your microphone is muted in Zoom. When you press and hold down the spacebar, it unmutes you; when you release the spacebar it returns you to mute. Simple and elegant…!
“I wanted to share with you some more success I’ve been having with my demos.
Two weeks ago I did a Profitability Analysis demo for a prospect where we had the product manager/trainer on the call as well. I opened up the call asking what their biggest challenges were and what they wanted to get out of PA. Based on the discovery I dove right into their biggest challenges. After the call, the product manager called me and said it was the best demo she had ever seen. She proceeded to tell me how she demos the exact opposite way showing the setup and details first and will be changing how she conducts her demo. She used to demo this product in 1 hour. I compacted it down to 25 minutes.
Yesterday I did a Pricing and Bid Module demo for the internal team. Same product manager as above used to do all these demos. I was able to demo it in 18 minutes where it used to take 1 hour.
I also notice the phone participants being less fatigued and more engaging.
Very powerful stuff.”
– Sales Services, Transportation Software
You’ll be hard-pressed to find a stronger believer in this company in your methodology. I’m all in and can’t wait to share the successes to come.
– Regional Sales Manager, Transportation Software
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!!
– Account Executive, Professional and Trade Association Software
Thank you very much for the excellent demo you delivered yesterday to XX. Not only was it very well executed [Great Demo! style] but you managed to hit all the pain points and more…
Their CFO called me afterward to compliment us on the delivery of the demo and how well structured the messaging was. He also gave some good insight into how powerful [our product] is for an engineering firm, and specifically, the time saving and risk management benefits it will have for the business. All of this is excellent for building our sales process for [our product] moving forward.
We have buy-in from the XX team in the call who will now be circulating the recording of the demo to the other necessary executives.
– Solution Consultant, ERP Software
I 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 at the beginning of this year and implemented 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.
Well, this year it has paid off! We had 7 HK 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 this year!
Thank you for all of your guidance from your class!”
– Marketing & Support Specialist, Non-Profit Organization Software
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.
I will continue to collect data and insights but my sales cycles have compressed greatly since this class.
No stories at this time but feedback wise I want to mention the only way to see progress is to have some way to quantify or measure it. I have numerous dashboards that track where I spend my time, the demos I conducted along with 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.
Your class is great. That is my feedback.
– Solution Consultant, ITSM Software
When I took your class, you gave us some options to discuss demo challenges. One of the options our class selected was dealing with RFPs. Well, the presentation I gave was directly related to a failed RFP that we previously presented and lost to a competitor. After pleading with the management staff at my account, taking the time to ask the right questions to properly fill out the situation slide, we were able to come back a month later (after I returned from training) and re-present our presentation using the Great Demo! style.
The results: The specific manager we were presenting to (project sponsor) didn’t realize we had the capabilities presented (because we didn’t think to ask the right questions the first time), he was hooked after the visualizations and eager to get into the live environment to see more. We’ve persuaded him to give us a second shot at winning the deal and will be performing a POC with them after our competitor has completed their POC as well. A complete 180 from the original presentation results.
Thanks for the confidence boost and tools necessary to be more successful.
– Senior Solutions Engineer, Office of the CTO, Cloud Infrastructure and Digital Workspace