FLIP YOUR  DEMO AND WIN MORE DEALS!

How long before your presales team gets to the “big reveal” in a customer demo?

If you’re not “starting with the conclusion,” you may be losing deals you don’t need to according to Gong.io’s analysis of 67,000+ SAAS demos.

Traditional demos typically follow a linear, end-to-end path going through set-up and a series of workflows before finally getting to end results and reporting.  The Gong.io data shows this is an unsuccessful approach.  Why?

• High ranking people are often gone
• Remaining customers have “full brains”
• Vendors often run out of time and have to race through their “best stuff”…!
• If it’s not what the customer had in mind – everyone’s time is wasted

The Great Demo! Workshop

In our Great Demo! workshops one of the core concepts we teach is how to flip this ineffective traditional structure and instead “Do the Last Thing First” for a more successful and conversational demo.
Great Demo! skills training  helps organizations put the “Wow!” into their demos.  Making them effective, crisp, and compelling – to engage and capture audiences within the first six minutes of a demonstration.

Organizations that implement the Great Demo! methodology report:

• Sustained gains of 10% or more in improved close rates overall
• Shorter sales cycle length – by 50%
• Demo win-rate increases of 25-75
• Ongoing cost-of-sales reduction by 25%
• Improved forecast clarity and predictability
• Increased deal size and breadth by 2x
• Free evaluations and POC’s transformed into paid events

Your Team will learn how to:

• Align demos with critical business issues
• Structure your demo for maximum attention and retention
• Create a compelling story with your demo
• Tailor your message to your audience
• Highlight context and benefits
• Avoid costly demo mistakes
• Smoothly adapt to the unexpected
• Avoid demos going to “No Decision”
• Out flank the competition

How it works:

In this hands-on workshop, your team will learn critical new skills for engaging busy prospects, tailoring to their needs, and delivering a compelling message that drives the sale forward. Costly demo mistakes will be role-played by the instructor, as well as solutions. Participants will develop and deliver a live or web-based demo based on a real client opportunity, deliver it in a simulated selling environment, and receive valuable individual feedback and coaching for improvement.

• 1, 1.5 and 2 day live sessions available, as well as remote options.
• Great Demo! Workshops are all customized for each customer and each team.
• Follow up email reminders help participants reinforce, polish, and internalize new skills and apply to current opportunities.