Great Demo! Public Workshop

In conjunction with Second Derivative and Technical Sales Development, Presales Mastery will be hosting a Great Demo! Public Workshop in Toronto the last week of February or first week of March.

Great Demo! Workshops are based on the techniques taught in Peter Cohan’s best-selling book, Great Demo!, that provides methods to create and execute truly compelling demonstrations.

The Public Workshop is an excellent enablement opportunity for individuals, small groups or teams that have new hires.  The 1.75-Day Workshop focuses largely on Great Demo! material during the first day, addressing more advanced topics and techniques on the second day.   Participants learn and practice the skills taught through interactive sessions and in-class role-play exercises, and leave with the ability to deliver highly compelling, customer-focused demos and the skills needed to develop future demos using the same process.

The Workshop is most productive when there are two or more participants from your organization – and best with a combination of sales and presales participants (although singletons are perfectly fine and welcomed). This helps to mimic real-life interactions as much as possible, both when preparing demos and delivering them in the role-play sessions.

The Great Demo! Public Workshop enables organizations to establish a framework, including skills and processes, to create and deliver improved software demonstrations to increase success in the sales and deployment of your solutions.  This interactive workshop is geared for anyone who demonstrates B2B software to customers and/or channels.

Typical participant objectives include:

• Improve demonstration quality and effectiveness, by implementing a standard process and tools for demonstrations
• Establish and communicate clear objectives for each demo
• Increase probability of success for demo outcomes for real-life situations
• Improve communication, preparation and follow-up between sales and presales
• Reduce the cost of sales by using demos more judiciously
• Increase the average deal size and/or sell additional products and services
• Increase existing subscription expansion and renewals

Participants will learn how to:

• Determine the right content for a demonstration, based on the customer’s business needs and objectives
• Organize the content in a novel, logical progression that maps to audience needs and depth of interest – and engage and prove your capabilities within the first six minutes of the demonstration
• Prepare demonstrations using the Great Demo! method
• Present demonstrations with the highest probability of success in achieving the desired objectives
• Manage a range of real-life situations and scenarios

Participants will complete the workshop equipped with:

• A newly constructed, highly compelling demonstration of your software, targeted specifically for a typical key scenario
• The ability to apply the Great Demo! method to develop equally targeted and compelling demonstrations for other scenarios, products and situations

The Great Demo! methodology delivers targeted “what’s in it for me?” benefits right up front, followed by rapid, targeted proof, and then further, more detailed exploration in accord with the audience’s level and depth of interest.  This proven, highly successful method maps extremely well to the specific needs and constraints of audiences that can include senior management, middle management, end users and IT staff.

Organizations that implement the Great Demo! methodology report:

• Sustained gains of 10% or more in improved close rates overall
• Shorter sales cycle length, by up to 50%
• Demo win-rate increases of 25%-75%
• Ongoing cost-of-sales reduction by 25%
• Improved forecast clarity and predictability
• Increased deal size and breadth by 2x
• Free evaluations and POCs transformed into paid events