PERSONALIZED DEMO COACHING

Most Demos Suck

  • Spray and pray focus on features and functionality
  • Narrations instead of conversations
  • Generic and too high-level, impacting buyer relatability
  • Training sessions in disguise: more what and how than why
  • Lack of vision and inspiration fail to generate buyer enthusiasm
  • No differentiation vs competitors (Why Us?), or status quo (Why Now?)
  • They’re unstructured, have illogical flows and poor time management

Typical Training Solutions
Don’t Work

  • Demo training is easily forgotten
  • Enablement programs aren’t focused on individual needs
  • Managers don’t have time to coach individuals
  • They’re often out of context and don’t mimic real-world behavior

How We’re Different

  • Personalized 1-on-1 coaching to target each individual’s unique needs and skill gaps
  • 3 to 6-month engagements to reinforce new skills and build sales muscle memory
  • Coaching on recorded prospect demos to provide feedback on real-world performance
  • Feedback can be revisited as often as needed on our online coaching platform

Our Method

We use an advanced online coaching platform to provide monthly feedback using pre-recorded demos to real prospects/clients to ensure reps get feedback on their actual sales behaviors.

Individuals are provided feedback on each demo in a number of ways:

Detailed Demo Feedback

25-40 points of feedback target opportunities for improvement and suggested best practices

Demo Performance Scorecard

Our proprietary Demo Performance Scorecard includes over 100 metrics across 14 categories to objectively measure each rep’s progress, and compare performance across the team

Conversation Analytics

Insight into overall meeting performance from key call metrics including pace, speaker change frequency, and the percentage of time talking vs listening

One-on-One Debrief Call

After feedback is reviewed on the coaching platform, a follow-up call is held to dig deeper and explore additional topics

Benefits Our Clients Realize

  • Improved Deal Progression and Win Rates
  • Increased Average Deal Size
  • Free Up Sales Leadership’s Time
  • Better Insight into Rep & Team Performance
  • Reduction or Elimination of Siloed Learning
  • Accelerated Onboarding & Field Readiness
  • Teach Old Dogs New Tricks
  • Improved Employee Satisfaction

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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