What is “Demo Capital” and what does it enable?
Demo Capital supports amplification of demo and discovery best practices!
Level 10 is really an organizational objective. While one person can collect and leverage experiences, stories, and other demonstration capital and assets, contemplate what a team can amass with the appropriate guidance and support systems.
As presales, sales, and customer success practitioners mature, they recognize the importance of altruism and mutual enablement. Sharing what has worked and not worked with their peers generates a virtuous feedback loop, enabling individuals to tap into the broader experiences of the team.
These positive feedback loops often start informally with post-demo vendor team discussions of “What went well?” “What didn’t go so well?” and “What could we have done better or differently?” Formalizing this process to make post-demo reviews a structured, regular habit is a key indicator of Level 10 practice.
Informal Success Stories are part of the lifeblood of an vendor organization and are used by seasoned customer-facing folks as integral components of their processes. They provide the foundation materials for the Menu Approach, Vision Generation Demonstrations, Biased Questions, Vision Reengineering, and storytelling.
Application of these in customer-facing situations often starts with a phrase such as, “Let me share how another customer, very similar to you, solved this…” The balance of the story (often a “Hero’s Journey”) describes how your customer’s challenges were overcome by using your offering.
Now, imagine a room of fifty presales, sales, and customer success team members at an annual kickoff meeting. Each person has been asked to document a customer success story that they personally experienced: just one story each. Fifteen minutes later they send those stories to an enablement person who organizes them into a library. Suddenly, everyone has forty-nine new success stories to draw from and use in their sales, presales, and customer success efforts.
That’s a nearly fifty-fold amplification effect in a quarter of an hour!
Additionally, these success stories are terrific examples of what good, well-qualified prospects look like, representing high product “fit” with respect to prospect needs and wants, enabling happier customers and reducing churn.
Next, collect and share particularly compelling Illustrations, successful Menus, Biased Questions and examples of Vision Reengineering. These valuable demo assets can and should be leveraged to accelerate onboarding, upskilling, and advancing your team’s overall level of execution.
Organizations that achieve Level 10 enjoy remarkable amplification and acceleration of sales, presales, and customer success processes while rather dramatically reducing the number of wasted demos and No Decision outcomes. They become organizations that high-performing customer-facing people want to join!
Individual Measurement(s) for Achieving Level 10:
A) Completes regular, structured post-demo reviews.
B) Submits Informal Success Stories, Illustrations, Menus, and other demo assets into a team or corporate library.
C) Bonus for serving as a mentor to others.
Organizational Measurement(s) for Achieving Level 10:
A) Captures the key output of regular, structured post-demo reviews.
B) Collects, curates, and distributes Informal Success Stories, Illustrations, Menus, and other demo assets.
C) Implements and applies consistent feedback loops to drive a constant practice of improvement.
Pros:
- Amplifies and scales across your entire customer-facing team.
- Generates, attracts, develops, and retains high-performing staff, mentors, and front-line managers.
Cons:
- Requires personnel tasked to establish, develop, and maintain supporting processes and systems.
Organizational Grade: A+
Explore the Articles on our website for guidance on these individual topics, including:
- The Menu Approach:
https://greatdemo.com/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3/
- Informal Success Stories:
- Demo Capital:
https://greatdemo.com/demo-capital-underutilized-undervalued-and-often-insufficient/
See the Third Edition of Great Demo! and Doing Discovery for the full methodologies!
Great Demo! Third Edition:
https://www.amazon.com/dp/B0C9SNKC2Y/
Doing Discovery:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/