We explored seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while differing markedly from traditional demos. Thousands millions of demos were analyzed to uncover these seven success factors:
1. Pre-Demo Discovery
2. A Crisp Review of the Prospect’s Situation
3. Do the Last Thing First
4. Inverted Pyramid
5. Peel Back the Layers
6. Peel Back the Layers (reprised)
7. Transition Vision
We examined each of these, plus some bonus ideas. How do your demos compare?
You can find the recording here (you may need to register for Demofest or confirm (“Create”) your Demofest profile to access it, if you’ve not done so already!). The actual session starts about 80 seconds in and my presentation begins at the four minute mark. Enjoy!
Presentation Link:
Event Registration:
https://goconsensus.com/Demofest/
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