Build Demo Skills That Help Buyers Say Yes
Learn how to move from feature-heavy demos and create customer-focused demos that help buyers see what matters, understand the business value, and take the next step.
Improve your own demos in a live, hands-on Great Demo! workshop with expert instruction, role-play, and feedback.
Trusted by Leading Software Companies
When Your Demos Are Good, But Deals Still Don’t Move
You know how to demo it. You can answer difficult technical questions and show buyers what the platform can do.
Yet complex opportunities can still stall after a strong demo. You may recognise situations like:
Why Great Demo! Changes How You Demo
Built Around the Customer
Instead of starting with everything your product can do, the methodology helps you focus the demo around the customer's critical business issues and what they need to understand.
Discovery and Demos Shape Each Other
Discovery helps your team determine what to demo, while the demo can uncover new customer needs, priorities, and questions. Together, they deepen customer understanding and shape the conversation as the opportunity progresses.
Two Demo Types, Two Different Objectives
Great Demo! distinguishes between Vision Generation Demos, which help buyers understand what is possible and create Buying Vision, and Technical Proof Demos, which validate specific capabilities when buyers are ready to evaluate the solution in greater depth.
The Fewest Number of Clicks
The methodology follows the simplest path to demonstrate each workflow, reducing unnecessary steps and making the product easier for buyers to understand and adopt.
Reveals More Only When It Matters
Rather than following a fixed product flow, the methodology adapts the depth and sequence of the demo based on what customers want to see, revealing more detail as their interest grows.
Focus on the Moment That Matters
Learn how to identify and build toward the moment when the buyer clearly sees how your solution addresses a critical problem and why it matters.
Make Complex Software Easier to Understand
Learn to simplify complex solutions by focusing on the specific capabilities and business scenarios that are most relevant to the buyer.
Create Customer Engagement Throughout the Demo
Move away from long product monologues and create a more interactive conversation where buyers can connect what they see to their own situation.
Inside the Great Demo! Workshop
This is a live, hands-on workshop where you work directly on your own demos and apply the Great Demo! approach to real customer situations.
What You’ll Achieve in the Great Demo! Skills Workshop
Learn how to design demos around the customer's critical business issues, priorities, and desired outcomes, creating stronger relevance and helping buyers move toward a decision.
Build the confidence to adapt the Great Demo! approach to different audiences, use cases, products, and complex buying situations.
Practise responding to questions, objections, different stakeholder priorities, and unexpected turns without losing the focus or momentum of the demo.
Learn a structured approach for preparing and delivering customer-centric demos that you can apply across different products, customers, stakeholders, and buying situations.
Learn to build enough buying confidence during the demo to reduce unnecessary free evaluations and position Technical Proof Demos and Proof of Concepts more strategically.
Learn to uncover broader customer needs and connect relevant capabilities to wider business priorities, creating opportunities to expand the conversation and demonstrate greater business value.
Learn how to help buyers see how your solution can address a critical business issue by connecting relevant capabilities to their situation, desired outcomes, and the value of change.
Learn how to use what you uncover about the customer to decide what to demonstrate, what to leave out, and how to shape the flow around what matters most.
Learn to deliver more effective, customer-centric demos that build buying confidence and help move more complex software opportunities toward a successful outcome.
Learn to help buyers understand business value earlier, reducing unnecessary delays and helping opportunities progress more efficiently.
What Participants Say About Our Great Demo! Workshop
Attending the recent software demo workshop was an enlightening experience that I would highly recommend to anyone in the presales or customer engagement sector. The workshop was structured around a step-by-step framework that was not only easy to follow but also came with actionable templates and real-world examples. This made it incredibly practical and immediately applicable to our work.
One of the standout aspects of the workshop was its focus on equipping attendees with a diverse set of tools designed to handle various demo scenarios. These tools were particularly useful in addressing the different stages of a customer's buying journey, making the entire process more targeted and effective.
What set this workshop apart was its customer-centric approach. Instead of merely showcasing generic features and functions, the training emphasized the importance of putting the customer at the core of all activities. It taught us how to identify and connect our customers' critical business issues with the value we can provide, creating a more impactful and meaningful demo experience.
Furthermore, the workshop introduced a proven methodology that serves as a catalyst for internal change. This approach not only elevates the role of presales within the organization but also empowers us to speak knowledgeably about problems and their solutions, rather than just being the "demo dummy."
It amazed me how much I learnt in 3 days with the GreatDemo! workshop. The experience was insightful and has undeniably impacted my approach to work as a Solution Consultant. Here are my thoughts on various aspects of the workshop:
As a result of implementing what I've learnt, I'm convinced that sales opportunities will be better qualified and be more likely to result in closed won! Not to forget that our presales productivity will go through the roof!
When we show the prospect everything, we can make our solutions feel complex. Therefore the "aha" moment for me was to make sure we are targeting specific capabilities to address specific problems. That way we position our solutions more valuable and easy to use.
Natasja did an amazing job keeping everyone in the group engaged throughout. Her gradual progression from theory to practical application was seamless. The mix of individual reflection, group discussions/ idea sharing, and hands-on activities struck a perfect balance!
Thank you Natasja, and the GreatDemo! team!
The workshop was essential to put the Great Demo! methodology in practice. I really like the way Natasja explains things, and the exercises really helped solidify the knowledge. Doing the workshop helped me improve several skills, but the biggest takeaway for me is understanding how defining the Critical Business Issue (CBI), Value and Date influence the outcome of my deals. By putting the methodology in practice, I have been able to build better relationships with my customers - they open up more and ask more questions. It has also helped me strengthen the relationship with the AE team, especially when they realised how customers react to the approach. Finally, it has been helping us analysing opportunities that ended in 'No Decision', allowing us to revisit them and reactivate contacts. Natasja is an amazing instructor, she kept us engaged at all times, and is a great speaker.
You probably don't know how badly you are doing demos until you let an expert like Natasja gently break that news to you! I've attended Natasja's courses twice personally and sent many of my direct reports too. Everyone always learns so much. The public workshops are especially great for learning from other organisations. We made immediate improvements following attendance to both behaviours and processes. The workshop is fun to attend, fosters participation and adds real value.
How to structure my demos from the beginning to the end. How to manage different audiences and questions during and after the demo.
As a beginner it helped me a lot to get up and going! Get the attention and keep the audience interested during the demo. Practicing the demos and getting constructive feedback on my performance!
Her passion, great experience and knowledge. She pays attention to every detail!
Learning different techniques of handling demo situations especially with the involvement of multiple stakeholders was somewhat missing from my capabilities and it just got fixed.
The flow of the workshop was well designed and keeping the good equilibrium between listening and practicing. Natasja gave a context and explanation to everything important related to demoing and caring about the audience.