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! Skills 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.

Companies 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.

Contact us for more details

New Breakout Session Available:
“Vision Generation Demos”

A game-changing 90 min – 2 hour session for Sales Meetings and Conferences! 

Avoid stalled deals with a proven method for demonstrating “on-the-fly” when discovery is limited or not possible.   


Demonstrating a product or solution without proper discovery is a recipe for disaster. But the reality is that sellers frequently find themselves in this situation.  In this interactive session Sellers learn how to satisfy a customer’s demand for a demo with an “appetizer,” learn more about the customer and create a vision in their mind of what is possible –  all without clicking around in the dark!

Audiences will learn:

  • Why overview or “educational” demos fail miserably
  • How to quickly identify your customer’s primary challenge
  • How to use a Customer Success Story for guidance
  • How to present a key example of what your product can do
  • How to use “quid pro quo” to gain insights to tailor your demo

Contact us for more details


What Great Demo! Clients are  saying:

“…after your workshop in October, I delivered my first half-day and full-day demos for the same prospect. Just a couple of weeks ago we captured the signature and they will be a new client!”  SC, (Association Membership Software)

“Got done with a demo…They asked to see one navigation and I showed them and asked if they wanted to see more. They said NO, they saw enough and wanted to buy.  WOW!” Kirk Francis, SE (IBM Management Software)

“I really appreciated the training, and actually got to put parts of it into practice late last week at a
customer demo. Our executive champion who wasn’t able to attend said that they “heard just now from my team that you rocked”. Thanks again!!! 🙂  Scott H., SC (ITSM Software)

“Very informative and helpful for the entire demo process. I liked the flow of the meeting and how interactive it was for everyone.” Mike Muscatello, SC (Enterprise Software)

“The results so far are better than expected. Showing the most impressive part of my demo first helps
to have the prospect attention much more time.” Ulysses A, SE  (Platform Virtualization Software)

“I learned a lot from the training and I’ve already applied a lot of concepts to my approach.  It was a refreshing and different approach than what I have been used to so I thought the content
and your delivery were on point, relevant, and engaging.”  Eden, SE  (Platform Virtualization Software)

See a Sample of “Flip your Demo” in the On-Demand Webinar:



Julie Hansen is a certified affiliate of Great Demo!


Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment