Workshop

Great Demo!

Our demo training is the key to increasing your sales success rates while dramatically reducing your sales cycle time through highly compelling demos that focus on your customer's specific needs.

Hold their attention, prove your relevance, and make the sale in record time.

Our Great Demo! Workshop is more than the typical sales demo training, it's a critical building block in preparing your customer-facing team members and helping them excel. By the end of their experience, they will have the necessary skills to consistently deliver highly compelling, customer-focused demos and solutions time and time again.

Our sales demo training workshop isn’t an exercise in memorization. Instead, we give your team the tools they need to deliver effective solutions and demos, enhance the art of storytelling, quickly identify your client's needs and increase your sales success rates.

Qualifying Information

Being able to quickly assess whether or not a sales lead has the potential to become a client is an obvious step in the sales process. However, pre-qualifying them to ensure that they are the right type of client for you can greatly reduce the time sales individuals professionals spend in the process. Our workshop will teach you how to quickly assess and qualify leads so you can avoid wasting time, enabling you to devote more time to qualified leads.

Engaging Delivery

The key to a powerful demo is a multi-step process that involves an understanding of your audience, concise but engaging communication, and the ability to prove your company’s value in minutes. This workshop will teach your sales team how to incorporate each of these elements into their demos, effectively increasing their sales success rate.

Proving Capabilities

Knowing your company’s value isn’t beneficial during a demo unless you can prove it to your audience. We’ll teach you exactly how to deliver an engaging and relevant demo that ensures participants walk away with a complete understanding of your company’s capabilities and value to them.

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:

How to quickly qualify potential clients and discover their needs.
The key to speeding up the sales cycle and increasing their closing rate.
The tools necessary to engage their audience and prove company capabilities.
How to focus on the overall value your company offers as opposed to individual features.
The importance of consistent and thorough communication in ensuring no surprises.

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.

“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.

Workshop Quick Summary

This workshop focuses on teaching how to consistently design and deliver engaging, concise, and customer-focused demos.

Frequently Asked Questions

What is Great Demo! and why should my sales team care?

Great Demo! is a proven methodology that helps software sales, presales and customer facing teams win more deals faster. By showing the most valuable result first (“Do the Last Thing First”) and aligning demos to real customer business needs, teams typically see:

– 25 to 75% higher win rates
– Shorter sales cycles (30 to 50% faster)
– Fewer wasted demos and POCs

Instead of long “feature tours,” Great Demo! equips your team to deliver focused, outcome first demonstrations that grab attention, connect to value and close more deals.

What business outcomes can I expect after Great Demo! training?

Teams often report:

– Win rate increases of 25 to 75%
– Fewer “No Decision” outcomes
– 30 to 50% shorter sales cycles
– Reduced need for POCs
– Higher average deal size

These results come from demos that are shorter, sharper and aligned with what customers care about most.

How is Great Demo! different from other demo training programs?

Unlike “demo skills” courses that focus on presentation style, Great Demo! centers on business value. It’s methodology driven, starting with your customer’s outcomes first, then peeling back layers as interest builds.

How do Great Demo! techniques align with sales discovery?

Discovery is the foundation of a successful demo. Great Demo! teaches how to capture high value information during discovery and translate it into focused, outcome first demos that resonate deeply with prospects.

Who benefits most from attending a Great Demo! workshop?

Great Demo! is designed for all roles involved in customer facing demos:

– Presales/Sales Engineers
– Account Executives
– Customer Success Managers
– Product Marketing & Enablement
– Sales Leaders driving demo quality

Whether technical or non-technical, anyone who “moves a mouse or taps a screen” will benefit.

What is “Do the Last Thing First”?

This principle means showing the key takeaway or most valuable outcome first in your demo to capture attention quickly and set clear expectations.