Thursday, January 31, 2019

[Warning – Shameless Self-promotion Alert!] Great Demo! Public Workshops Schedule

We’ve been getting requests to offer Great Demo! Public Workshops in a range of locations around the world.  Here is the current schedule:

  • February 13-14, 2019 in Amsterdam – Sorry – this Workshop is now full!
  • March 28-29, 2019 in Chicago – click here for registration and related information.
  • April 10-11, 2019 in Amsterdam – click here for ­­more information.
  • May 15-16, 2019 in Silicon Valley – click here for more information.
  • April or May 2019 in the Northeast U.S. Contact Art Fromm at
  • September 4-5, 2019 in Amsterdam – click here for more information.
  • October 2-3, 2019 in Silicon Valley – click here for more information.

We are also considering Austin, Denver, Singapore and other locations...

Public Workshops are excellent opportunities for individuals, small groups or for teams that have new hires. They are 1.5-Day or 1.75-Day Workshops, with the first day focusing largely on core Great Demo! material and the second ½ or ¾ day addressing more advanced topics and techniques. 

Sunday, January 20, 2019

Vision Generation Demos – Give-to-Get Success for SDR’s, BDR’s, and Inside Sales

Quid pro quo is the delightful Latin phrase that loosely translates as “this for that” – and appears to be one of the key criteria for the success of Vision Generation Demos. 

Vision Generation Demos are a terrific solution to the classic gap between “…Just show us a demo…” (from the customer) and being able to deliver a focused, customer-specific demo based on doing adequate Discovery.  Practitioners report that Vision Generation Demos have been “surprisingly effective” – they shared that one of the reasons the method works so well is they leverage basic principles of quid pro quo:  give to get.

The customer has asked to see a demo, after all – and a Vision Generation Demo provides just enough demo content to satisfy this desire.  In return, the customer is willing to invest in a Discovery conversation.

Even better, quid pro quo exchanges occur several times during the Vision Generation Demo process – making the resulting dialog comfortable and rewarding for both parties.

Note this is in contrast to a frequent complaint from customers on calls with SDR’s, BDR’s or Inside Sales folks that the interaction was one-way, one-sided, with nothing of value for the customer. 

For more details on the ideas, see my article at – and/or contact me if you’d like to learn to apply the method and the mechanics for your software and customers.

Friday, January 11, 2019

Dealing with Demos with Multiple Players - A Restaurant-Based Solution Analogy

So you’ve been asked to present a demo to a group with three distinctly different job titles – e.g., HR Management, Payroll Management, and IT – how do you build a demo that addresses their vastly disparate needs and interests?

You don’t.

No one demo will solve this – and certainly not a one-size-fits-all-day-in-the-life-monster.  Instead, contemplate preparing three separate demos – one for each specific job title.  Here’s an analogy to help illustrate:

Case 1: 

You and two colleagues go for dinner at an elegant restaurant.  You sit down and a waiter appears who serves all three of you exactly the same appetizer, soup, main dish and dessert, accompanied by wine selected by the waiter.  Sound good?

Maybe, but it turns out that:
  • You were all served shrimp as the appetizer – and one of your party is violently allergic to shrimp.
  • The soup was potato-leek – and another in your party loathes leeks.
  • The main was a beef filet with bĂ©arnaise sauce – and you don’t eat beef or pork.
  • Your dessert was a fabulously rich chocolate cake – but one of you can’t consume gluten and another is diabetic.
  • And while the wines are really good, another is your group doesn’t drink alcohol.

How would this meal and service make you feel?

Case 2:

You and two colleagues go for dinner at an elegant restaurant.  You sit down and a waiter appears who provides each of your with a menu and then describes the specials available.  A few minutes later he circles back to take your order:
  • He asks if there are any food allergies to be aware of or other dietary restrictions to accommodate.
  • With that information in hand, he offers suggestions and comments regarding what menu items might be of most (and least) interest.
  • He then takes orders from each of you – who each select what is of most interest to you (and avoid any allergies and restrictions).
  • Based on those selections, he asks if anyone would like wine or other drink suggestions.  Two of you opt for wine – one of you really wants a pinot noir, the other follows the waiter’s suggestions – and your other colleague opts for a specific sparkling water.
  • Finally, the waiter also asks if you are under any time constraints or would prefer a more leisurely pace for your dining experience.

Which case would you prefer (and do you see how this maps to demos)?