Day 1 will focus largely on “core” Great Demo! concepts and
will be similar to past Public Great Demo! Workshops. The second portion of the Workshop, the optional
additional ½ day on October 11, will provide time to address more advanced
topics, such as:
- Improving Discovery and Qualification: Many demos fail due to a lack of customer
information – we’ll introduce methods to uncover and organize the key
information needed to prepare effective demonstrations.
- Remote Demos (e.g., via WebEx,
GoToMeeting and similar tools): a topic
of high interest – we share how to increase interactivity and improve
success.
- Introducing New Categories and
“Crossing the Chasm”: “Wow – I had no
idea this was possible…!” How to engage
audiences with products and solutions that have never been seen before.
- Making Demos Remarkable: We explore,
develop and document practices that help your demos stand out, positively.
- Storytelling: Strong stories improve demos and help
customers better remember key messages.
We explore how to capture, create and deliver compelling stories for
your customer demos.
- White-boarding: PowerPoint can be pedantic – we explore
white-boarding and other “non-linear” presentation techniques to engage and
refresh audiences and improve their retention of key points.
- Out-flanking Competition: Methods to anticipate, manage and overcome
competitors in demo and related interactions.
How to bias qualification towards your capabilities and block
competition.
- POC’s, POV’s and Sandboxes Tools and
Strategies: The essence is Quid pro quo – how to manage the process
overall to get the business; when to do and when not to do POC’s and
Sandboxes; strategies to increase your success rates.
- RFP’s and Scripted Demos: Successful strategies and tactics to increase
your success rates with scripted demos and RFP responses, including when to
pursue, when to pull back, and how to gently subvert the process in your favor.
- Managing Questions: How to avoid getting dragged off-topic and
how to deal with hostiles elegantly and effectively.
- Team Tactics: Team-oriented methods and practices for
presales, sales and marketing staff in preparing and delivering demos. Roles and guidelines are developed and
practiced for the selling teams to improve results – when demos are delivered
face-to-face as well as via a remote connection.
- Trade-show demonstration techniques
and interactions: Trade-shows are
phenomenally expensive – we’ll work through clever methods, tips, and best
practices to help you get the best return on your investment.
- New Product Roll-outs: Vision Generation at its most challenging –
we’ll help you create your go-to-market messaging and demos for new products,
and shortening the time to getting your first real reference customer!
- Reference Selling and Informal Success
Stories: These are the lifeblood of a
software sales and marketing organization!
We’ll develop the structure and methods to capture this key information
and create a set of your own. The team
will be ready to leverage these immediately.
- Transition Vision: Differentiating by helping prospects
visualize how they can move from their current problem situation to the future
state represented by your solution.
We’ll address many of these (as well as other topics raised
by the participants) in accord with participant interest and the time
available. These segments are often some
of the most interesting portions of Great Demo! Workshops, enabling
participants to apply the methodology to range of real-life situations and
challenges.
Registration information and can be found here.
No comments:
Post a Comment