The great demo training gave me a diffent perspective of how to prepare and give a demo to a prospect/customer, with this methodology, I will prepare more efectively the message that we want to provide to each customer based on their specific needs related to our solutions.

The methodology makes all sense for me, so from now on I will focus on providing the main message at the beginning, and structure the demos the way it was shown, that makes things look more organized in a way that brings more won deals for ACI.

The Great Demo! Workshop turned out to be a game changer for us. It shifts our mindset from feature/functions type of demos to real value oriented centered in the customer. Natasja did a great job tailoring the content for our specific situation, and managed the agenda, pace and questions with expertise.

Natasja did a wonderful job delivering high-quality content and sessions. I particularly appreciated how she adapted the program along the way to make it relevant and specific to ACI. She went beyond teaching a methodology: she challenged us to think critically about how our demo approach aligns with the buyer’s journey and when a demo is, and isn’t the right tool at a particular stage of the sales process.

Most of the times with let the customer lead the presentation and the demo, requesting only to show them what we "can do" and we fall into that limited space that will limit their benefit and ours. The process of how to guide them step by step instead of rushing for a demo is the main challenge and it was exactly the main focus of the workshop. There is the great value.

The workshop forced us to examine the discovery and demo events from a client perspective. Doing the last thing first in a demo was the 'aha moment' for most of the team. Overall the workshop was extremely useful and broke a lot of unpleasant habits. The results feel tangible.

It was an eye-opener for our teams, and we've already seen a difference in how we approach our demos! We've

shifted from product-led to value-led demos, ensuring we address pain points right away. And, the interaction with prospects has changed from monologues to dialogues.

Natasja and Marco managed to convince a group of seasoned professionals to revolutionize their approach. Not a small feat!

In my case I was able to use the Great Demo! Methodology in around 70% of the time. Even though we do encourage our Account Managers to find valuable information to help us with the business cases sometimes this is not that easy. In Pre-Sales in EMEA we are doing Demos and much more, we sometimes even help in the discovery calls.

I have implemented many of the tips that you shared with us. Not only when doing a demo but also when presenting to an audience.

The best training I had while in OSIsoft in an external classroom.”“The trainer was always precise and accurate.

I was positively surprised about the training. Most sales trainings contain at least 90% of already known things and in best case 10 % of aha-things, but this training was different. It was really to-the-point, effective and no unnecessary subjects. It was addressing the typical pain points of demoing to the customer, including what to do and what not to do. Looking forward to a potential next session on Discovery.

The workshop and the concept of Great Demo are awesome! The trainer Marco was amazing and covers many objections of our daily business. Happy to convert this in to daily usage.

I like the flow from Situation slide all the ways to the summary. it's sharp and precise

Taking both courses was super insightful! The Great Demo course showed me how to deliver awesome demos by focusing on presenting only what's relevant for the audience. Then, the Doing Discovery course took it a step further, teaching me how to dig deep beforehand to uncover the customer's true needs. Together, they’ve shown me how sales should really work.

De Great Demo! training was zeer waardevol en hielp me om klantuitdagingen beter te doorgronden. Ik leerde hoe ik de pijnpunten (CBI) en impact (Delta) effectiever kan achterhalen en presenteren. Dit maakt onze demo’s gerichter en laat direct zien hoe IXON waarde toevoegt. Een aanrader voor iedereen die klanten écht wil helpen met de juiste oplossing!

The workshop is very interactive and provides excellent content! It has helped me to ask better open-ended questions and explore the prospects' pain during the discovery stage. A great opportunity to dive deeper into your past and ongoing sales opportunities together with your team. I would definitely recommend it. Thanks Marco!

I don't demo features anymore. I demo solutions to the exact problem the customer just told me about. That shift alone changed everything

Since I followed the workshop, my demos are a lot more interactive, which directly translates in answering customer needs better and therefore higher closing rate.

Thanks very much, Natasja, for your hard work and careful explanations over the two sessions. I learned so much this week and it really challenged and changed a lot of my mental models for how we deliver demos and the outcomes that we should be aiming for.

The key takeaway was to shift from product-focused monologues to open, customer-need-driven discussions.

My team approach had improved significantly and our prospects appreciated the personalized and consultative method of demo delivery.

I would say that I have been lucky to learn "The Great Demo" from Natasja. This training helped me to communicate the value of our solutions & services. It put me on customer's seat and helped me focus on what prospects really needs as opposed to what I "thought" they might need. "Bring the last thing first" concept pivots my demo to be more relevant to customer's requirements.

Success story after 1 month: Another interesting note about our call with Michelle is that we used the “Great Demo!” presentation. I’ll be honest it resonated much better then I thought I did and laid the foundation for a strong dialogue throughout the call.

I do feel that we do a targeted demo almost every time, except when the prospect is just not tuned in (it happens sometimes)

Thanks to your session, my team feels genuinely more empowered and confident in leading discovery with prospects and customers. It’s already helping us align more closely with what matters to them and it’s setting us up for stronger outcomes as a business.

Thanks again Natasja for what was without doubt one of the best training courses I’ve ever attended. It made such a refreshing change attending a course where you could see the benefits of everything that was being discussed and how it could applied to role in pre-sales. Having attended some pretty hard going sales training courses in the past, this was just excellent, well done! 😊

Learning and adapting concepts of how to successfully discover and how to prepare at the point demos has become a key part of our Sales Engineering approach.

It was the perfect workshop for the team, and Marco was the perfect trainer. Iheard several great and enthusiastic stories about how Great Demo! has already been applied. A great quote: “We applied the method 100%, and the prospect’s reaction was: ‘I am blown away.’

My key takeaway was the part of the Illustration; by immediately show the outcome of the solution and how it solves the customer painpoints. So no boring company slidedecks, but put the customer central from minute one. This helped to also streamline the demo session.

Very good workshop, changes our thinking on how a good presentation needs to look like in terms of length, content, setup and speed.

Changing the perspective from product demonstration to customer demonstration is really an approach I can see applied in real-life.

The GreatDemo Workshop really gives you valuable tips and techniques for much better insight and understanding of customers challenges. It helps you both preparing for and performing demos and presentation to a whole different level. With satisfied customers you get much better outcomes and aligned next steps resulting in shorter close cycle and larger deals. Highly recommended!

The Great Demo workshop gave me a framework that I could apply to the work done by my team and a way of changing behavior of team members. Its allowed us to move away from a generic 'harbour tour' approach to having a play book of demos that can be used based on discovery.

The workshop helped me refocus demos on customer situations and value, leading to a more structured and confident approach. A key “aha!” moment was realizing how powerful disciplined discovery and well-designed situation slides are in aligning stakeholders. I also appreciated the clear flow of the sessions and the facilitators’ calm, practical, and encouraging style.

How to structure my demos from the beginning to the end. How to mange different audiance and questions during and after the demo.

As a begginer it helped me a lot to get up and going!

Get the attentions and keep the audience interested during the demo.

Practicing the demos and get costructive feed back on my performance!

Her passion, great experience and knowledge. She pays attention to every detail!

Natasja got me thinking about how I currently approach discovery and where I could make changes that would garner more information, resulting in more strategic planning going into an eventual demo. So far applying the lessons I learned during the workshop have changed the way I conduct discovery calls and are providing positive results.

I think the workshop made my team think more critically about "why".

Why our customers think the way they do?

Why do they buy?

Why do they make certain decisions?

I think centering the client, rather than ourselves is a great principle for our team to internalize.

Personally, I'll look to employ this by doing deeper discovery before ever talking about my solutions. And also collaborating with propsects to solve issues and quantify value together!

I applied many of the tools in my first demo immediately after the training. I found that I had way more fun doing the demo, focussed my preparation more on value and illustrations, less on demo scripts. It was easily one of the most interactive sessions I have had with prospects. Initial feedback from AE and prospect was extremely positive and we achieved our goal to get to the next stage.

The workshop was great, far more interactive than I had expected. Natasha is an excellent trainer who is able to keep her audience captivated, which is essential when you are in a 2 day workshop! We learned a new way of demoing which is applicable straight away, even if it is not the full mode yet, but just pieces of it. Great job!

Great Demo! is a new way of engaging prospects and clients. Following our 2-day session, I have no doubt our team is going to embrace the teachings and launch our business to the next level

I thought it was excellent. I’ve been doing the role for well over ten years now, and I’ve learned loads. Many other trainings I’ve been on are quite generic. But you’ve lived and breathed our world.

The change in mindset is most importantly if you ask me! So, make sure we use the time most wisely and most efficiently to start with the business outcome. And, avoid starting with details with having no time left for the important stuff.

For the SE, it’s a way to 1) collate the information in sensible relative bite size chunks 2) a big help in arranging the content/flow of the demo 3) give you a confidence boost and put you on the front foot knowing that what you are about to demo is relevant and will resonate with the client.

I want to keep It short and give my top 3 biggest wins.Do it - How you solve your problem. Keep it short and stick to the pain.Discovery - Asking much better questions. Active listening… .Align with AE - Better preparation and speaking the same language.

The methodology we learned has become best practice across the company. It's enhanced the Sales Engineering role from being demo monkey's to being trusted advisors in the sales process; the Sales Engineers know exactly how to execute on the strategies, how to collaborate with sales teams, and how to consult with customers to have meaningful conversations about their business challenges, and demonstrate value in our solutions.

Overall your Methodologies have big impact on our Sales organization. It is interesting how we scaled the demo process. E.g. at the beginning of that transformation BDs / AEs were not comfortable at all to do demos….Now different people from BD/AE/Channel etc. asking for more demo enablement!

Our workshop with Natasja has enabled our team to more deeply understand how to help clients and prospects, presenting impactful solutions and transformation programs through presentations, that both quantify and realise value. Powerful enablement delivered with passion and authority

In my last business I worked with Natasja to introduce Great Demo! As a result my stage 3 win rate grew from around fifty percent to almost two thirds, with stage three being our demo stage. So for every demo we were doing we were winning two thirds of those and that was directly as a result of the work we did with Natasja.

Using the Great Demo! methodology as a foundation to the training, Natasja has helped elevate my team's demonstration skills and confidence, and also supported improving the sales process by equipping the team with the right tools to do better discovery.

I feel I can now start and end my demos in a much better fashion than I did before! Moving my demo to small chunks rather than one large monologue will also benefit not just myself but our Customers and Prospects.

I was already convinced that it’s all about the value you can provide to a customer, but the training was mind-blowing about how you implement this into your demos! Stop demo your product, demo the value for the customer, and only this. This is for me what "Great Demo!" is about. Smart, sharp, and impactful demos.

Natasja shifted our thinking with edge-of-your-seat sessions and has showed us a whole new way of working on important aspects of the Presales domain. Besides our improved results, Natasja also improved the fun we have and value of our work!

Having a great team and product is one thing, how do you deliver great demos is the next level. Our team learned to adopt the great demo methodology enabling them to be the trusted advisor towards the customer / prospect and being the true sales partner to the account executives. Going from just doing a demo with feature functions to showing the customers what problems we will solve and what value we will bring.

As of now, Situation Slide & and “Show Last Thing First” is how I start my Demos. It’s much more fun 🙂 I think there is a kind of ‘craziness’ in doing that, but apparently it’s magically working well :)Already last week I had the right opportunity to put it into practice in real-life!

One great benefit of the workshop is the ''backpack approach'' putting aside your own company for a moment and only focus on the prospect/customer first! Find out everything you can in a dialogue before you introduce your solution.

For my case, the GD format have helped to give the prospect a good idea of the value that we provide during my preliminary calls/demos. They are more engaged and we have a better discussion compared to following the corporate decks.

Once they understand, it’s easier for me to hand off the opportunity to the Account Executive as well because I clearly understand their needs and requirements.

The training has changed not only the way we demo, but also how we run our presales activities, like the way we capture the value for instance.

Before the workshop my (pre) sales team thought it might be interesting, after the workshop they realized they just learned a complete new vision on how to do presales / demo's. For the team it was 2 days well spend and a complete reset in their approach.

Do the last thing first" reminds me to capture the audience's interest right away, and presenting the demo interactively helps maintain their focus.

The great demo training gave me a diffent perspective of how to prepare and give a demo to a prospect/customer, with this methodology, I will prepare more efectively the message that we want to provide to each customer based on their specific needs related to our solutions.

The methodology makes all sense for me, so from now on I will focus on providing the main message at the beginning, and structure the demos the way it was shown, that makes things look more organized in a way that brings more won deals for ACI.

The Great Demo! Workshop turned out to be a game changer for us. It shifts our mindset from feature/functions type of demos to real value oriented centered in the customer. Natasja did a great job tailoring the content for our specific situation, and managed the agenda, pace and questions with expertise.

Natasja did a wonderful job delivering high-quality content and sessions. I particularly appreciated how she adapted the program along the way to make it relevant and specific to ACI. She went beyond teaching a methodology: she challenged us to think critically about how our demo approach aligns with the buyer’s journey and when a demo is, and isn’t the right tool at a particular stage of the sales process.

Most of the times with let the customer lead the presentation and the demo, requesting only to show them what we "can do" and we fall into that limited space that will limit their benefit and ours. The process of how to guide them step by step instead of rushing for a demo is the main challenge and it was exactly the main focus of the workshop. There is the great value.

The workshop forced us to examine the discovery and demo events from a client perspective. Doing the last thing first in a demo was the 'aha moment' for most of the team. Overall the workshop was extremely useful and broke a lot of unpleasant habits. The results feel tangible.

It was an eye-opener for our teams, and we've already seen a difference in how we approach our demos! We've

shifted from product-led to value-led demos, ensuring we address pain points right away. And, the interaction with prospects has changed from monologues to dialogues.

Natasja and Marco managed to convince a group of seasoned professionals to revolutionize their approach. Not a small feat!

In my case I was able to use the Great Demo! Methodology in around 70% of the time. Even though we do encourage our Account Managers to find valuable information to help us with the business cases sometimes this is not that easy. In Pre-Sales in EMEA we are doing Demos and much more, we sometimes even help in the discovery calls.

I have implemented many of the tips that you shared with us. Not only when doing a demo but also when presenting to an audience.

The best training I had while in OSIsoft in an external classroom.”“The trainer was always precise and accurate.

I was positively surprised about the training. Most sales trainings contain at least 90% of already known things and in best case 10 % of aha-things, but this training was different. It was really to-the-point, effective and no unnecessary subjects. It was addressing the typical pain points of demoing to the customer, including what to do and what not to do. Looking forward to a potential next session on Discovery.

The workshop and the concept of Great Demo are awesome! The trainer Marco was amazing and covers many objections of our daily business. Happy to convert this in to daily usage.

I like the flow from Situation slide all the ways to the summary. it's sharp and precise

Taking both courses was super insightful! The Great Demo course showed me how to deliver awesome demos by focusing on presenting only what's relevant for the audience. Then, the Doing Discovery course took it a step further, teaching me how to dig deep beforehand to uncover the customer's true needs. Together, they’ve shown me how sales should really work.

De Great Demo! training was zeer waardevol en hielp me om klantuitdagingen beter te doorgronden. Ik leerde hoe ik de pijnpunten (CBI) en impact (Delta) effectiever kan achterhalen en presenteren. Dit maakt onze demo’s gerichter en laat direct zien hoe IXON waarde toevoegt. Een aanrader voor iedereen die klanten écht wil helpen met de juiste oplossing!

The workshop is very interactive and provides excellent content! It has helped me to ask better open-ended questions and explore the prospects' pain during the discovery stage. A great opportunity to dive deeper into your past and ongoing sales opportunities together with your team. I would definitely recommend it. Thanks Marco!

I don't demo features anymore. I demo solutions to the exact problem the customer just told me about. That shift alone changed everything

Since I followed the workshop, my demos are a lot more interactive, which directly translates in answering customer needs better and therefore higher closing rate.

Thanks very much, Natasja, for your hard work and careful explanations over the two sessions. I learned so much this week and it really challenged and changed a lot of my mental models for how we deliver demos and the outcomes that we should be aiming for.

The key takeaway was to shift from product-focused monologues to open, customer-need-driven discussions.

My team approach had improved significantly and our prospects appreciated the personalized and consultative method of demo delivery.

I would say that I have been lucky to learn "The Great Demo" from Natasja. This training helped me to communicate the value of our solutions & services. It put me on customer's seat and helped me focus on what prospects really needs as opposed to what I "thought" they might need. "Bring the last thing first" concept pivots my demo to be more relevant to customer's requirements.

Success story after 1 month: Another interesting note about our call with Michelle is that we used the “Great Demo!” presentation. I’ll be honest it resonated much better then I thought I did and laid the foundation for a strong dialogue throughout the call.

I do feel that we do a targeted demo almost every time, except when the prospect is just not tuned in (it happens sometimes)

Thanks to your session, my team feels genuinely more empowered and confident in leading discovery with prospects and customers. It’s already helping us align more closely with what matters to them and it’s setting us up for stronger outcomes as a business.

Thanks again Natasja for what was without doubt one of the best training courses I’ve ever attended. It made such a refreshing change attending a course where you could see the benefits of everything that was being discussed and how it could applied to role in pre-sales. Having attended some pretty hard going sales training courses in the past, this was just excellent, well done! 😊

Learning and adapting concepts of how to successfully discover and how to prepare at the point demos has become a key part of our Sales Engineering approach.

It was the perfect workshop for the team, and Marco was the perfect trainer. Iheard several great and enthusiastic stories about how Great Demo! has already been applied. A great quote: “We applied the method 100%, and the prospect’s reaction was: ‘I am blown away.’

My key takeaway was the part of the Illustration; by immediately show the outcome of the solution and how it solves the customer painpoints. So no boring company slidedecks, but put the customer central from minute one. This helped to also streamline the demo session.

Very good workshop, changes our thinking on how a good presentation needs to look like in terms of length, content, setup and speed.

Changing the perspective from product demonstration to customer demonstration is really an approach I can see applied in real-life.

The GreatDemo Workshop really gives you valuable tips and techniques for much better insight and understanding of customers challenges. It helps you both preparing for and performing demos and presentation to a whole different level. With satisfied customers you get much better outcomes and aligned next steps resulting in shorter close cycle and larger deals. Highly recommended!

The Great Demo workshop gave me a framework that I could apply to the work done by my team and a way of changing behavior of team members. Its allowed us to move away from a generic 'harbour tour' approach to having a play book of demos that can be used based on discovery.

The workshop helped me refocus demos on customer situations and value, leading to a more structured and confident approach. A key “aha!” moment was realizing how powerful disciplined discovery and well-designed situation slides are in aligning stakeholders. I also appreciated the clear flow of the sessions and the facilitators’ calm, practical, and encouraging style.

How to structure my demos from the beginning to the end. How to mange different audiance and questions during and after the demo.

As a begginer it helped me a lot to get up and going!

Get the attentions and keep the audience interested during the demo.

Practicing the demos and get costructive feed back on my performance!

Her passion, great experience and knowledge. She pays attention to every detail!

Natasja got me thinking about how I currently approach discovery and where I could make changes that would garner more information, resulting in more strategic planning going into an eventual demo. So far applying the lessons I learned during the workshop have changed the way I conduct discovery calls and are providing positive results.

I think the workshop made my team think more critically about "why".

Why our customers think the way they do?

Why do they buy?

Why do they make certain decisions?

I think centering the client, rather than ourselves is a great principle for our team to internalize.

Personally, I'll look to employ this by doing deeper discovery before ever talking about my solutions. And also collaborating with propsects to solve issues and quantify value together!

I applied many of the tools in my first demo immediately after the training. I found that I had way more fun doing the demo, focussed my preparation more on value and illustrations, less on demo scripts. It was easily one of the most interactive sessions I have had with prospects. Initial feedback from AE and prospect was extremely positive and we achieved our goal to get to the next stage.

The workshop was great, far more interactive than I had expected. Natasha is an excellent trainer who is able to keep her audience captivated, which is essential when you are in a 2 day workshop! We learned a new way of demoing which is applicable straight away, even if it is not the full mode yet, but just pieces of it. Great job!

Great Demo! is a new way of engaging prospects and clients. Following our 2-day session, I have no doubt our team is going to embrace the teachings and launch our business to the next level

I thought it was excellent. I’ve been doing the role for well over ten years now, and I’ve learned loads. Many other trainings I’ve been on are quite generic. But you’ve lived and breathed our world.

The change in mindset is most importantly if you ask me! So, make sure we use the time most wisely and most efficiently to start with the business outcome. And, avoid starting with details with having no time left for the important stuff.

For the SE, it’s a way to 1) collate the information in sensible relative bite size chunks 2) a big help in arranging the content/flow of the demo 3) give you a confidence boost and put you on the front foot knowing that what you are about to demo is relevant and will resonate with the client.

I want to keep It short and give my top 3 biggest wins.Do it - How you solve your problem. Keep it short and stick to the pain.Discovery - Asking much better questions. Active listening… .Align with AE - Better preparation and speaking the same language.

The methodology we learned has become best practice across the company. It's enhanced the Sales Engineering role from being demo monkey's to being trusted advisors in the sales process; the Sales Engineers know exactly how to execute on the strategies, how to collaborate with sales teams, and how to consult with customers to have meaningful conversations about their business challenges, and demonstrate value in our solutions.

Overall your Methodologies have big impact on our Sales organization. It is interesting how we scaled the demo process. E.g. at the beginning of that transformation BDs / AEs were not comfortable at all to do demos….Now different people from BD/AE/Channel etc. asking for more demo enablement!

Our workshop with Natasja has enabled our team to more deeply understand how to help clients and prospects, presenting impactful solutions and transformation programs through presentations, that both quantify and realise value. Powerful enablement delivered with passion and authority

In my last business I worked with Natasja to introduce Great Demo! As a result my stage 3 win rate grew from around fifty percent to almost two thirds, with stage three being our demo stage. So for every demo we were doing we were winning two thirds of those and that was directly as a result of the work we did with Natasja.

Using the Great Demo! methodology as a foundation to the training, Natasja has helped elevate my team's demonstration skills and confidence, and also supported improving the sales process by equipping the team with the right tools to do better discovery.

I feel I can now start and end my demos in a much better fashion than I did before! Moving my demo to small chunks rather than one large monologue will also benefit not just myself but our Customers and Prospects.

I was already convinced that it’s all about the value you can provide to a customer, but the training was mind-blowing about how you implement this into your demos! Stop demo your product, demo the value for the customer, and only this. This is for me what "Great Demo!" is about. Smart, sharp, and impactful demos.

Natasja shifted our thinking with edge-of-your-seat sessions and has showed us a whole new way of working on important aspects of the Presales domain. Besides our improved results, Natasja also improved the fun we have and value of our work!

Having a great team and product is one thing, how do you deliver great demos is the next level. Our team learned to adopt the great demo methodology enabling them to be the trusted advisor towards the customer / prospect and being the true sales partner to the account executives. Going from just doing a demo with feature functions to showing the customers what problems we will solve and what value we will bring.

As of now, Situation Slide & and “Show Last Thing First” is how I start my Demos. It’s much more fun 🙂 I think there is a kind of ‘craziness’ in doing that, but apparently it’s magically working well :)Already last week I had the right opportunity to put it into practice in real-life!

One great benefit of the workshop is the ''backpack approach'' putting aside your own company for a moment and only focus on the prospect/customer first! Find out everything you can in a dialogue before you introduce your solution.

For my case, the GD format have helped to give the prospect a good idea of the value that we provide during my preliminary calls/demos. They are more engaged and we have a better discussion compared to following the corporate decks.

Once they understand, it’s easier for me to hand off the opportunity to the Account Executive as well because I clearly understand their needs and requirements.

The training has changed not only the way we demo, but also how we run our presales activities, like the way we capture the value for instance.

Before the workshop my (pre) sales team thought it might be interesting, after the workshop they realized they just learned a complete new vision on how to do presales / demo's. For the team it was 2 days well spend and a complete reset in their approach.

Do the last thing first" reminds me to capture the audience's interest right away, and presenting the demo interactively helps maintain their focus.