OUR SERVICES

Demo Coaching

Personalized individual demo coaching to improve execution and benchmark team performance

Research by Xerox and others has shown that over 85% of content from one-time sales training initiatives is forgotten within 30 days.  Our coaching is delivered over a 3 month engagement to reinforce key learning and help build sales muscle memory that lasts long after the coaching is complete.

We use an advanced online coaching platform to provide monthly demo delivery and execution coaching using prerecorded demos to real prospects/clients.   The coaching is time-effective for sales team members who can consume the feedback confidentially at their leisure, eliminating the need to schedule otherwise intrusive meetings.  Sales management has access to all feedback and results, and, if desired, can also provide their own feedback through the platform.

Reps are evaluated using multiple approaches:

Detailed Demo Feedback

Detailed feedback is tagged at the point in the demo recording to which it applies, allowing the coached individual to review the feedback in context.  Feedback is noted as either positive or negative, and can also be flagged as high priority to guide reps on which coaching items to prioritize and focus on.

Demo Performance Scorecard

Our proprietary Demo Performance Scorecard includes over 90 metrics across 13 categories to objectively measure each rep’s progress, and compare performance across the team.

Conversation Analytics

Gain insight into overall meeting performance and management through measurement of key call metrics including pace, percentage of time speaking, number of speaker changes, questions asked, and frequently used words and phrases.

Best Practices Library

Showcase stand out examples for more effective cross-team learning, and faster onboarding.

Demo Training

Turn your demo team into high performing experts with best practices demo training

Demo Key Concepts

High level strategies for demo success.

Demo Fundamentals

Tactical execution techniques focused on three key areas – Before the Demo, During the Demo, and After the Demo

Demo Sins

We teach demo professionals how to recognize and overcome common mistakes that cripple demo momentum, credibility and success.

Demo Logistics

Techniques to avoid technical and logistical issues, and how best to overcome them if they do happen.

Consulting & Other Services

Demo Asset Optimization

Are your demo models and other collateral (e.g. demo scripts, leave-behinds, RFP templates) adding value to the sales cycle or detracting from it?  Even with the best demo delivery, with sub-par assets you won’t see the results you want.  Conversely, top quality demo assets can actually compensate for less than ideal demo delivery in some cases.  We help identify demo asset inefficiencies, and how they can best be improved to position your demos for competitive advantage.

Presales Strategy

Software Presales is a critical component of the overall Sales function and requires dedicated strategic and tactical planning to maximize effectiveness.  We help organizations optimize their presales team structure, compensation schemes, role within the overall sales team, performance evaluations, recruiting, and training and enablement.  If you’re looking to supercharge your presales team performance, we can help.

Call 416-822-2011 or email today to learn more

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