Tuesday, September 25, 2012

[Warning – Shameless Self-Promotion] Great Demo! Public Workshop October 10-11

Our next Public Great Demo! Workshop is scheduled for October 10-11 in San Jose, California – registration and additional information can be found here:  http://www.skmurphy.com/blog/2012/05/23/great-demo-workshop-on-october-10-201/

This can be taken either as a 1-Day or 1.5-Day Workshop.  The first day will focus on core Great Demo! material, with the optional morning of the second day addressing more advanced topics and techniques.

Public Workshops take place in San Jose, California, in conjunction with the folks at SKMurphy.  This is an excellent opportunity for individuals, small groups or for teams that have new hires.

We’ve found that these events are most productive when there are two or more participants from each organization (singletons are also fine). This helps to mimic real-life interactions as much as possible, both when preparing demos and delivering them in the role-play sessions.

Thursday, September 20, 2012

Trusted Advisor Workshops - New From John Care at Mastering Technical Sales

John Care at Mastering Technical Sales has just launched a new workshop offering on becoming a Trusted Advisor.  This material very nicely complements Great Demo! methodology – here’s the quick overview from John:

“Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor – two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a workshop specifically designed to start the Sales Engineering organization on the journey to becoming a Trusted Advisor.

The workshop is based on the Mastering Technical Sales strategy and focuses on developing the professional skills to modify both the behavior as well as the actions required for an SE to be thought of as a T/A by the Customer. The practical components of the class show how a T/A would act during a sales cycle compared to a transactional SE when in front of a technical, business or executive audience.”

More information can be found on John’s website at www.masteringtechnicalsales.com.

Thursday, September 6, 2012

Audio Recording Now Available - Lessons Learned Implementing Great Demo! Methodology Panel Discussion Webinar

Interested in how other organizations have successfully implemented Great the Demo! with their teams? Our panelists discussed some of the challenges they faced and how they overcame them to achieve improved results with their teams’ demos.
Here is a link to the audio recording from the webinar:  http://www.skmurphy.com/blog/2012/09/06/recap-and-audio-from-lessons-learned-implementing-great-demo-methodology/