In addition to the “core” Great Demo! concepts, here is a range of topics that can be included,
excluded or explored in accord with your interests in a Great Demo! Workshop:
Virtual and Remote Demos (operating over Zoom/WebEx/GoToMeeting): Far too many demos today start with the phrase, “Can you see my screen…?”, followed by talk and click, talk and click. We share and practice how to establish and drive interactivity using the tools available, tips and best practices for connecting over the web.
Vision Generation: How to deal with the “just show us a demo…” situations – showing just enough to enable a discovery conversation to take place. Also known as “the Art of the Possible”.
Improving Discovery: Many demos fail due to a lack of prospect information – we’ll introduce methods to uncover and organize the key information needed to prepare effective demonstrations.
Communicating Business Value: Nearly all demonstrators are good at showing features, some are skilled at communicating the benefits, but few seem to remember to express the business value for the prospect – we’ll make communicating the business value a consistent habit in demos.
Renewal and Expansion Demos: Strategies and tactics on how to reduce churn, secure renewals and expand your footprint.
Making the Complicated Look Simple: Most enterprise software can appear to be too complicated or complex to prospects – participants learn how to make richly featured offerings look easy to use.
Hybrid Demo Scenarios: Best practices for the variety of post-COVID demo meetings – when vendor and prospect players may be combinations of face-to-face and virtual.
Uncovering and Communicating Value: Tactics and a process to determine value in specific numbers from the prospects’ own situations – and how to present this key information in demos.
Managing Questions: How to avoid getting dragged off-topic, explore the “why” behind questions, and how to deal with hostiles elegantly and effectively.
Storytelling: Strong stories improve demos and help prospects better remember key messages. We explore how to capture, create and deliver compelling stories for your demos.
Making Demos Remarkable: We explore, develop and document practices that help your demos stand out, positively.
POCs, POVs and Sandboxes Tools and Strategies: The essence is Quid pro quo – how to manage the process overall to get the business; when to do and when not to do POC’s and Sandboxes; strategies to increase your success rates.
Introducing Differentiators and Out-flanking Competition: Methods to anticipate, manage and overcome competitors in demo and related interactions. How to bias discovery towards your capabilities and block competition.
Team Tactics: Team-oriented methods and practices for presales, sales and marketing staff in preparing and delivering demos. Roles and guidelines are developed and practiced for the selling teams to improve results – when demos are delivered face-to-face as well as via a remote connection.
New Features, New Releases and Updates: How to move from “here’s a really cool new feature…” to presenting how these new capabilities address customer problems and challenges – a customer-oriented approach to introducing new functionality.
The Perfect Demo Environment: We share best practices – and some surprising insights – for building and maintaining your demo environment, including hardware considerations, software practices, and human factors.
Demo Metrics: What can be measured, what should be measured and how to apply and act on the results.
White-boarding: Presentations can be pedantic – we explore white-boarding and other “non-linear” presentation techniques to engage and refresh audiences and improve their retention of key points.
Introducing New Categories and “Crossing the Chasm”: “Wow – I had no idea this was possible…!” How to engage audiences with products and solutions that have never been seen before.
On-Boarding Tactics for Demos: Establishing good habits for presenting demos begins with the on-boarding process – we’ll discuss how to deconstruct and then reconstruct the “standard” demo.
Executive Briefing Center (EBC) Demos: How to turn a “fire-hose” delivery of product and road-map information in a two-way conversation with high-ranking customer representatives.
RFP’s and Scripted Demos: Successful strategies and tactics to increase your success rates with scripted demos and RFP responses, including when to pursue, when to pull back, and how to gently subvert the process in your favor.
Dealing with “A Day in the Life”: Many demos present “A day in the life” of a customer – often a series of confusing fictional characters working through a set of tasks, interspersed with loop-backs, “if”, “or” and “also” pathways and extensive excursions into “Set-Up Mode”. We’ll show how to reduce a painful “day in the life’ down to “Just a few minutes in your life.”
Set-Up vs. Daily Use: In many demos, far too much time is spent teaching users (and management) how to set things up – operations that are often only used once. We’ll help the team focus on Daily Use mode first and Set-Up mode second – or as needed.
Mobile and Tablet Devices: The growing use of smart phones and tablets (e.g., iPads) is enabling major changes to demo dynamics – now you can literally bring the demo to your customer
Transactional Sales Cycles: How to perform just enough discovery and present a crisp, compelling demo based on discovery just completed – in a 30-60 minute call…!
Crystallizing the Message: What does your company do? Revitalizing otherwise boring “Elevator Pitches” and making them provocative conversation starters.
Regional and Local Cultural Differences: Strategies and tactics for working with different cultures and mixes of different cultures – word and phrase choice, pointing (be careful!) and other culture-specific guidance.
Calling and Presenting Higher: Many organizations are under pressure to call higher into their prospects – but most presales teams are still operating at a lower technical level. We’ll share methods to enable the team to comfortably move out of their comfort zones.
Keeping Demos Fresh: How to make each demo appear as fresh, engaging and exciting – even after the 10th demo delivered that week.
Supporting Partners and the Channel: Creating demos and demo toolkits for partners and resellers, and persuading them to sell your solutions preferentially – key aspects of enabling channels to sell effectively.
Presentation Content and Skills: Improving the organization and presentation of the content is the main focus – along with tips and techniques to engage and compel audience interest throughout the course of a presentation.
New Product Rollouts: Vision Generation at its most challenging – we’ll help you create your go-to-market messaging and demos for new products, shortening the time to getting your first real reference customer!
Post-Demo Practices: “How do you think it went…?” Capturing and acting on information gathered and promised during the demo can be nearly as important as the demo itself.
Reference Selling and Informal Success Stories: These are the lifeblood of a software sales and marketing organization! We’ll develop the structure and methods to capture this key information and create a set of your own. The team will be ready to leverage these immediately.
Transition Vision and Customer Success: Differentiating by helping prospects visualize how they can move from their current problem situation to the desired future state represented by your solution.
Identifying and Leveraging Demo Capital: Many organizations, teams and individuals are unaware of the often surprising depth and breadth of capital associated with demos – ranging from success stories, to tips and tricks, to demo data and scenarios. We help you identify, catalog and explore methods to capitalize on this information and know-how.
SaaS Software Demos: SaaS (aka “Cloud”, “On-Demand”, “Hosted”, etc.) offerings have their own, additional set of demo challenges. We identify and cover how to address SaaS customer concerns and demo situations.