Webinar Recording – 7 Levels of Discovery Skills for Communicating Customer Value

Great Demo!’s Peter Cohan joined the fine folks at Cuvama for this webinar on doing discovery and communicating value:

“Sales leaders report that while 80% of their teams think they do a good job with discovery and value exploration, sadly only 20% actually do!

Join this webinar to learn where you and your team are on the 7 levels of discovery and how you can level-up the 80% with skills and support from technology platforms like Cuvama.

This webinar is targeted at anyone in sales, presales, sales & presales management or leadership for B2B software and SaaS companies.

We covered:

• How to assess your team against the 7 levels of discovery
• How you compare against the other attendees of the webinar and a quick survey
• How you can improve the level of your team with improved skills, process and technology”

You can find the recording here – enjoy!

How Many Mouse Clicks?

Perform and record your current standard “overview” demo and count the mouse clicks.  How many were there?  What would it take to cut the number by 10%?  25%?  50%?

 Each click you make is tacitly asking your prospect to remember that action, but humans have a very limited capacity for short-term memory.  Very simply, the more clicks the more confusing and complicated your software will appear to your prospect.  

 

To paraphrase Sting in an old song,

 

“Every click you make, 

Every tap you take…” 

is making your software look harder to use and putting you at risk of Buying It Back.  

 

In Great Demo! methodology we say, “Use the fewest number of clicks…”  Ask yourself, “Am I really presenting our software in the best possible way – am I really using the fewest number of clicks?”

Webinar Recording – Delivering Successful Hybrid Demos

 

Great Demo!’s Julie Hansen joined the Consensus crew for this webinar:

“Delivering demos in a hybrid environment comes with a unique set of challenges.  Should you be live or remote when you have an audience in each location?  How do you gauge attention and interest with both live and remote participants?  How do you manage discussion and engagement without alienating one group?  Developing a strategy for your hybrid demo is vital to ensure you don’t lose a deal because of unforced errors.

In this session you’ll learn:

• Critical considerations when planning a hybrid demo
• How to set your hybrid demo up for success
• How to manage both face-to-face and virtual attendees for optimal inclusion
• How to gauge attention and interest of both groups
• Best practices for using a producer to manage meeting flow and participation”

You can find the recording here.  Note that there were some internet hiccups during the session – you’ll have a wonderful view of Garrett looking concerned and a bit confused…!