Workshop

Accelerating Time to Value

Accelerate your sales cycle by providing your sales team with the ability to conduct a balanced discovery and qualification process.

Preserve Time and Resources by Learning how to Identify and Avoid No-Decision Outcomes

Through training in effective and efficient qualification and discovery stages of the sales process, you can limit your no-decision outcomes and boost your sales rate. This workshop focuses on seamlessly transitioning into the discovery process, ensuring a thorough qualification process, and avoiding time wasted on no-decision outcomes.

A poorly executed qualification or discovery process can lead to your sales team wasting their time and efforts on no-decision outcomes. Instead, we can teach your team how to overcome or avoid these obstacles altogether, moving their qualified prospects into the final steps of the sales process.

Effectively Qualifying Prospects

Leading prospects through an engaging demo should naturally progress into the qualification stage. Through effective training, we can help ensure that this process is quick and efficient yet thorough enough to prevent wasting time on potential no-decision outcomes.

Engaging Prospects into Discovery

Prospects should feel naturally led into the discovery stage, providing the information needed to qualify them and prove their needs and the value they would receive from completing the sales process. This workshop will give your sales team the necessary skills to effectively execute this transition from demo to discovery.

Avoiding No-Decision Outcomes:

Being able to identify a prospect’s no-decision outcome potential can save valuable time and resources. We’ll teach your customer facing teams how to best avoid these outcomes and instead focus on qualified prospects that are more likely to successfully complete the sale process.

To find out more about Great Demo!

and how we can improve the performance of your company, contact us today — one of our team will be more than happy to speak with you.

Participants Will Learn:

The key to effectively reducing the sales cycle time and no-decision outcomes
The skills necessary to successfully execute online demos
How to quickly move opportunities forward by leveraging resources
The ability to effortlessly move prospects through qualification, discovery and into the demo
The steps to take to avoid or overcome insufficient qualification or discovery

Choose Your Adventure

The sales discovery process is a critical component of the overall methodology for any sales campaign, but it has its own unique set of steps that should be performed in concert with other stages.

Presales

The behind-the-scenes stars of the sales process, we transform Presales teams into surprisingly effective solution and value-focused rock stars.

sales

We enable sales teams with high-performance strategies and skills that maximize their discovery conversations and demos.

Business Development

We instruct business development representatives on how to quickly and efficiently assess potential customers, optimizing your lead generation processes.

Customer Success

Great Demo! teaches customer success teams how to maximize revenue streams and enhance customer satisfaction from existing clients.

Enablement

Methodology enables enablement. We’ll help you accelerate onboarding and ongoing development of your teams.

Leaders

A strong leader’s power is felt both inside and outside the company. We’ll provide you with strategies and leadership best practices to enable your teams to thrive.

Testimonials

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

“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! “

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.

“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. “

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.

Workshop Quick Summary

Reduce time wasted on unproductive sales cycles due to unqualified prospects and learn how to quickly and effectively move the qualified prospects towards a successful sale.