Demo Caffeine!

 

“Ready to transform your demos from "show up and throw up" to decisive deal catalysts?”

 

I joined Tom Pisello the “ROI Guy” and April Morley of the Enterprise Value Collective for this well-brewed discussion on their fabulous Value Coffee Podcast:

 

(Minutes:Seconds into the recording)

0:00     Introductions.

1:30     What do buyers expect when they click the “Book a Demo” button?

3:00     Flipping the script on traditional, boring overview demos.

5:45     Avoiding “Buying It Back.”

7:00     An interesting and important aspect of human attention and retention.

9:00     Meeting expectations…

10:00   The recipe for Vision Generation Demos.

13:00   The segue into discovery!

13:30   Tom’s version as an alternative, yet similar approach.

14:45   The reasons for No Decision outcomes.

15:30   Identifying Critical Business Issues.

16:00   The importance of tangible value.

16:45   The importance of Critical Dates/Compelling Events.

18:00   The book that should have been written first: Doing Discovery!

19:00   Identifying outcomes and associated value.

20:15   Uncovering Deltas.

21:30   Attaching the value to the software screens.

22:00   Sales-presales teaming.

23:00   An amusing analogy for demos.

24:00   An example of team play during the demo.

24:30   Defined roles…

25:30   Leveraging the Primacy-Recency effect.

27:45   Two words to avoid in demos…

 

Play the recording at 1.5x speed to get the full effect of the caffeine and enjoy!