Demo Skills Training

Win more deals by delivering Great Demos!

There is a remarkable difference between having a great product and delivering great sales demos.

Great Demo! Workshops 

We help organizations put the “Wow!” into their demos and make them effective, crisp, and engaging – to engage and capture audiences within the first six minutes of a demonstration. Your team will learn how to capture the information they need to create a credible demonstration that addresses your customer’s key business issues, organize the content in a compelling way, and deliver it in a conversational way that highlights the value and increases win rates. 

Key pillars of our demo skills workshops

Customer-Centric: We help you put the customer first, focusing on their needs and challenges rather than just pushing your product. We teach you how to craft a demo tailored to each prospect’s unique needs, ensuring that you showcase the value of your solution and how it can solve their specific business problems.

Do the Last Thing First: Skip the basics and go straight to the value proposition to capture your audience’s attention and keep them engaged.

Conversational: Gone are the days of monotonous, one-way demos. We enable you to have an engaging, two-way conversation with your prospects. We guide you in addressing questions and objections, actively listening to their responses, and adapting your demo accordingly.

You will learn how to

  1. Determine the right content for a demonstration based on the customer’s business needs and objectives.
  2. 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.
  3. Prepare demonstrations using the new method.
  4. Present demonstrations with the highest probability of success in achieving the desired objectives.
  5. Manage a range of real-life situations and scenarios.

Increase your win rates with Great Demo! Workshops

Apart from the tangible benefits, refining your demo skills with Great Demo! also results in intangible advantages such as more attention to business outcomes and value, a consultative and solution-driven sales approach, and content customers.

Improve demonstration quality and effectiveness
Create customer-focused demos
Consistently communicate value
Reduce the length of the sales cycles

In-company workshops

Do you feel like your sales demos aren’t hitting the mark? Maybe your conversion rates are low, and your audience doesn’t understand your product. Don’t worry; there are ways to improve!

Tailored to you
Our customers highly value our three levels of customization. It is what sets us apart, and it’s one of the ways that we add value to their experience with us.
Firstly, we tailor our workshops to your specific needs and your team’s. We identify problem areas and provide solutions that make a difference. Our second customization pillar centres on adapting the content to suit your software and industry. This ensures that the information is easily understandable and practical for your daily activities, enabling you to apply new skills quickly.

Finally, we recognize that scheduling a workshop can be difficult. Whether it’s an in-person or online workshop, we are dedicated to making the process hassle-free. To accommodate your needs, our team is flexible and ready to collaborate with you to determine the best dates, times, and locations for your convenience.

Using the Great Demo! Framework
Rest assured that our workshop is specifically customized to cater to your individual needs based on the proven and reliable Great Demo approach. Trust us to deliver thorough and complete coverage of all vital information

Our journey ahead 

To ensure that we provide tailored training that aligns with your specific situation and objectives, we will schedule a few calls to exchange ideas, discuss your goals, and identify areas where your team needs improvement. 

Following that, we will require a deeper understanding of your software, customers, and typical scenarios. Therefore, we may request that you share recorded demos to advise on the best way to improve your team’s skills and create a plan of action. This will also provide us with a better understanding of your software, industry, and typical customer situations.

Afterwards, we will work with a team member to provide customized workshop examples utilizing your software and industry.  

During our workshops, we strive to be flexible and accommodate each team member’s and individual’s specific needs to ensure that everyone can make the most of their learning experience. We want to reassure you that our support won’t end after the workshop. We’re committed to providing guidance and assistance for a whole year, so you can confidently apply your newly acquired skills. 

Let’s discuss how we can tailor a workshop to the needs of your team.

Great Demo! public workshop

Are you looking to enhance your software demonstrations? Look no further than our upcoming Great Demo! public workshop on May 29 & 30, 2024 in Amsterdam 

Public Workshops are excellent opportunities for individuals, small groups, or teams that have new hires. They are 1,75-Day Workshops, focusing mainly on core Great Demo! material, and more advanced topics and techniques per participants’ interests.   

This workshop is the ultimate opportunity to witness firsthand how the Great Demo! methodology applies to other software vendors. Don’t miss out on this incredible opportunity to elevate your demo skills – click here to learn more and secure your spot now! 

Great Demo! Public Workshop

May 29 & 30, 2024 in Amsterdam

For more Great Demo related offerings please visit www.greatdemo.com

Demo skills training for Sales teams

Demo skills workshops for Sales teams focus on the entire sales cycle and the role of software demos. The workshop provides a sales methodology, or integrates your existing sales method (SPIN, MEDDICC, Challenger). We’ll discuss various types of demos: Ignition, Vision Generation, Discovery, and Proof demos. The training includes building rapport, understanding customer needs, managing questions and more communication skills. We’ll discuss storytelling, connecting the product to the customer’s specific situation, and invoking emotion in customer calls.

FAQ

Why should we invest in our demo skills?

On a per-customer basis: 
– Getting the initial business (vs a competitor). 
– Securing the renewal (vs churn to someone else).
– Upselling. 
– Cross-selling. 
– Acquiring additional users and license expansion. 

Concerning a market, vertical or channel: 
– Blocking competition and increasing one’s market share. 
– Enabling market presence and expansion into new verticals.
– Establishing market dominance. 
– Gaining rapid traction with a newly launched product. 
– Leveraging the investment made in new releases. 
– Enabling an effective channel strategy. 
– Amplifying sales overall. 

For the individual presales or sales professional: 
– The joy of knowing that your demo got it done! 
– Acclamation from your colleagues. 
– The associated commission or bonus from that order. 
– Winning just one or two more opportunities – to make quota. 
– Winning just one or two more opportunities – to move to the next commission level.  

– Winning just one or two more opportunities – to go to “President’s Club”. 

What can you do to improve my demo skills?

Here are a few paths to improvement: 

Increase Revenues:  Great Demo! Workshops to improve demo skills focus on your specific objectives and situations in a Workshop format.  This is the most effective method to realize substantive, ongoing improvements – often with increased revenues within the quarter.

Stimulate Thinking:  Get a copy of Great Demo! or purchase copies for your team.  The book presents how to achieve surprisingly improved demos – and it is an easy read on a plane flight.  It is available on Amazon.com in hardcopy, Kindle and Audiobook formats.

“If everyone just read and practiced chapter 1, the world would be a better place.” – Guy Kawasaki, author The Art of the Start.

Ongoing Interest:  Explore our Articles or our Blog for tips, thoughts, techniques, practices, and the occasional rant on demos, or join the Great Demo! Group on LinkedIn.  We post topics and ideas for discussion, tips, and information on new tools.  Group members contribute their thoughts, add comments to existing dialogues and raise new topics.

Which demo skills will be improved?

There are three dimensions to consider: 

  1. How you show the content – personal style and vocal delivery.
  2. What you show – the script or content of the demo.
  3. And when you should (or should not) deliver a demo. 

In our demo skills workshops, we’ll focus on all three. 

What research proves your demo skills training works?

The Gong team analyzed 67,149 demo recordings and matched the results to closed or progressed businesses. More recent studies now include data from over 3 million demos across a broad range of B-to-B software companies, offerings and verticals – that’s a LOT of data!  

The Gong studies confirm what we logically already realize (but often fail to put into practice), that the demo meeting should be all about the customer. Unfortunately, far too many demo meetings start with corporate overview presentations – often riddled with inappropriate logo slides – followed by product and related presentations. 

All of these are all about the vendor. That’s the problem! 

The Gong research shows that beginning Act 2 with the most valuable part of your offering yields the highest demo success rates. As the Gong folks said, “They start with the conclusion…”: They refer to the Great Demo! Method is the key to doing this successfully. 

The most successful demos encouraged a two-way, bi-directional conversation between the customer and the vendor. 

Intriguingly, traditional demos “pre-answer” most of the questions that audiences might ask – eliminating the possibility of a conversation. The Gong results show that vendors should have the answers to customer questions ready – but hold them “behind your back” virtually. Let the customers ask the questions – this is what enables the conversation to take place. The Gong studies found that the most successful vendor presenters received 28% more questions from their customers than their less successful peers. They, again, refer to the Great Demo! Methodology is the key to doing this successfully. 

Do you integrate Storytelling in your demo skills workshops?
Yes, Storytelling isn’t an art; it’s a science — and we teach it. With poorly structured sales demos being one of the main reasons sales fail, we’ll teach you how to improve your demo skills and keep your customers engaged so that your message and differentiators are remembered.
How to structure a sales demo?
To structure a sales demo, follow these steps: 

  1. Review the customer’s situation.
  2. Present the solution in a few compelling software screens.
  3. Communicate how this solves problems and how much value the customer achieves.
  4. Proof Ease-of-use: Show the fastest route.
  5. Enable a two-way conversation by not pre-answering questions.
  6. Manage questions that take you off track.
  7. Summarize what you have discussed and how this solves problems and the value.
  8. Discuss the next steps.

By following this structure, you can create a well-rounded and engaging sales demo that showcases the value of your product and persuades potential customers to invest in your solution.

Do you want to improve your sales demos?