The Demo Dilemma – Webinar

I’ll be joining the fine folks at Omedym (www.Omedym.com) for a webinar on March 28 during which we’ll explore:

“Software buyers have changed - has the software demo changed?  Should it?

Join us for a live, interactive webinar, where our demo-expert panelists will discuss the demo dilemma facing today's B2B software companies:

1. Should you be giving fewer (or more) demos to your prospects?
2. What demo or product experiences do your prospects want at different stages in their buying journey?
3. How can you effectively use demo feedback to accelerate your sales cycles?”

…As well as other topics on demos – let us know if you have any specific questions or ideas you’d like us to consider…!

The webinar is scheduled for Thursday March 28, 2019 at 1:00 PM Eastern Time – you can register for the event here.

Great Demo! Public Workshops [Warning – Shameless Self Promotion Alert]

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

• March 28-29 in Chicago – click here for registration and related information.  This session is nearly full…
• April 10-11 in Amsterdam – click here for ­­more information.  This session is also nearly full…!
• May 15-16 in Silicon Valley – click here for more information.
• April or May in the Northeast U.S. – Contact Art Fromm at AFromm@GreatDemo.com.
• July 18-19 in Austin – Contact Julie Hansen at JHansen@GreatDemo.com. 
• September 4-5 in Amsterdam – click here for more information.
• October 2-3 in Silicon Valley – click here for more information.

Singapore is also a likely candidate location…

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. 

We are also contemplating offering Public (open enrollment) Masters Classes for Great Demo! Workshop graduates who wish to advance to a breathtakingly high level of practice.  Let us know if you are interested…!

Want to Save 10-20 Minutes – Frequently?

In spite of guidance to the contrary, many sales people still consume 10 or 20 minutes in demo meetings delivering (inflicting) a corporate overview.  Why? 

• Partly because they feel it is their job to do these (it’s not);
• Partly because they think the customer is really interested in a corporate overview (we’re not);
• Partly because they haven’t learned their real role in demo meetings (see my article).

Well, here’s a novel solution:  record and post a current, clean and complete corporate overview presentation on your corporate website, delivered by one of your best corporate “talking heads”.  That way your company can:

1. Ensure that the overview is done in a professional manner.
2. Ensure that the message is consistently delivered.
3. And most important, stop consuming that time in demo meetings…!