“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!
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