Great Demo!

Testimonials

Image the success you will have! Below is the feedback provided from folks just like you.

The best sales quarter to date that my team had ever produced was the quarter following a Great Demo! training session led by Paul Pearce. The Great Demo is one of the most effective tools for communicating value, framing, and crafting an effective story and demo which is why I have continued to leverage it for years.

Great Demo! sets the standard for how to communicate value, frame a conversation, and craft an effective story. It focuses on what a customer truly needs as opposed to what you think they need. It pivots the demo to a compelling story that has relevance and shows the client a vision of what is possible. That is why I have standardized on the Great Demo! and brought it into several organizations. The results speak for themselves. Shorter sales cycle times, shorter to no proof of concepts, and larger deals generated through focused conversations and discovery.

There are things you learn in life, things you are taught that are so relevant and so impactful that they stick with you for a lifetime. For me, ‘Great Demo!’ is not only about creating engaging demos, it’s a masterclass in ‘reverse chronology’ storytelling.

This 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.

We fell into the age old trap of showing the same standard demo to every single customer. Yet no two customers are alike. GreatDemo! gave us the framework we needed to elevate the business impact of our conversations with customers and provide them with a compelling experience tailored to their specific needs.

“We 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’d 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. 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. “

“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! “

“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!! ”

“Paul, Thank you for taking the time this week to work with me on everything around and including our demonstrations – it was truly refreshing & powerful. I mentioned to you in the hall that this course was full of great content & one sign of that was that I never once looked at the clock to see how much longer do we have – I truly lost track of time being absorbed into the moment and the journey you took us on in building that Compelling Demonstration. Your style is engagingly infectious & you provided a very positive experience not only for me but for everyone in the class – well done! Life is short & the only truly finite thing we have is time – I greatly appreciate the time you spent with me (us) and look forward to hearing more about your inspiration for us here at Alteryx. “

“Paul, Thank you so much for the amazing “Great Demo!” training this week. You’re an incredible presenter and storyteller, which made the time fly by this week! The content and information were valuable and I look forward to including it in future demos.”

I have noticed a DRASTIC decrease in ALL of my sales cycles after the Great Demo!. 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.

1 hour to 25 Minutes. 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 set up 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. I also notice the phone participants being less fatigued and more engaging. Very powerful stuff.

Since using the techniques outlined in Great Demo!, we have cut our demos down to 35 minutes (on average) and have seen improvements in our conversion rates. The demos are the cornerstone of our sales process and we are so much more confident in our delivery and can anticipate what questions are going to be asked. Holding a full house is a empowering feeling.

Great Demo!

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