Friday, September 22, 2017

Upcoming Webinar (Could Be REALLY Interesting…!) - The Anatomy of a Winning Sales Demo

From Sales Hacker:  "The data science team at analyzed 67,149 SaaS sales demos with AI to understand the anatomy of demos that close deals. During their analysis, they surfaced 9 distinct patterns of demos that close deals.

During this webinar, Amit Bendov, CEO of Gong, and Peter Cohan, Principal at The Second Derivative, will share the unmistakable patterns of a winning sales demo." 

More info and registration can be found here:   

Thursday, September 14, 2017

9 Elements of Deal-Closing Sales Demos, According to New Data From

I am absolutely delighted to point you to this study done by the wonderful folks at – check it out.  They analyzed over 67,000 demo recordings and found some really interesting results.

For those familiar with Great Demo!, this study strongly validates the methodology, including three key practices:

1:  Review the customer’s situation
2:  Do the Last Thing First
3:  Turn the demo from a traditional “firehose” delivery into a two-way, bidirectional conversation.


Thursday, September 7, 2017

[Warning: Shameless Self-Promotion Alert!] Additional Great Demo! Public Workshop

Our next scheduled Great Demo! Public Workshops will take place October 5-6 and 18-19 in Amsterdam and in Sunnyvale, CA, respectively, and now additionally November 14-15 in Atlanta, GA.

Registration and additional information for these Workshops can be found as follows:

-       October 5-6 European Great Demo! Public Workshop – click here or contact Natasja Bax at
-       October 18-19 U.S. West Coast Great Demo! Public Workshop – click here.
-       November 14-15 U.S. East Coast Great Demo! Public Workshop – click here.

Public Workshops are excellent opportunities for individuals, small groups or for teams that have new hires. They are 1.75-Day Workshops, with the first day focusing largely on core Great Demo! material and the second ¾ day addressing more advanced topics and techniques. 

We’ve found that these sessions are most productive when there are two or more participants from each organization – and best when a combination of sales and presales participants are present (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.