OVERALL OBJECTIVES
Introduce a framework, including skills and processes, to create and deliver improved software demonstrations to increase success in the sales and deployment of your organization’s offerings.
Sub-objectives:
- 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.
WORKSHOP DELIVERABLES AND SPECIFIC LEARNING OBJECTIVES
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.
- Present demonstrations with the highest probability of success in achieving the desired objectives.
Participants complete the Workshop equipped with:
- The initial critical minutes of a newly constructed, highly compelling demonstration of your software, targeted specifically for a typical key scenario.
- The ability to apply the 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.
DESCRIPTION
The Workshop begins by introducing the method and typical results, generating interest in the participants to learn more. An understanding of what constitutes demonstrations and the purposes for delivering demonstrations is developed, followed by exploring the reasons why demonstrations can fail and the resulting impact on the organization.
Next, a method is presented that provides the participants with the tools and processes to ensure that the qualification and discovery information necessary to create successful demonstrations is uncovered and communicated. This segment introduces qualification and discovery steps and methods and defines roles and expectations for Sales and Technical staff. Customer-derived qualification and discovery information is then mapped to the specific capabilities to be demonstrated.
The key components for a demonstration are then developed, including the Customer Situation, Illustrations, “Do It” and “Peel Back the Layers” demo pathways.
Role-play exercises are used to establish the concepts and skills in day-to-day practice for the participants. The scenarios generated by the participants during role-play are developed further during the course of the Workshop.
In accord with time and participant interest, “elective” topics are then addressed. Example electives include Remote Demonstrations (e.g., via WebEx), Managing and Out-flanking Competition, Uncovering and Leveraging Value, RFP’s and Scripted Demos, New Product Roll-out Scenarios, Team Tactics (sales/presales choreography) and Managing POC’s and Evaluations.
do not hesitate to contact us for more information
Peter Cohan comes over to Europe and offers a unique opportunity to get introduced to GREATDEMO! strategies.
For those new to Great Demo!, this session will likely change the way you have been presenting demonstrations– rather dramatically for the better...!