I joined Emmanuel King Ibironke of The Intelligence Forge for this discussion of demos, discovery, and founding and developing a training and content business. The first half of this discussion focuses on founding and growing a new company; the balance introduces Great Demo! methodology:
00:00 Teaser and ad
02:00 Welcome and introduction
03:00 Have you ever seen a bad software demo?
The problem, and origins of the solution: A revelation!
08:45 Getting traction… When you are self-employed, you have a fool for a boss!
09:30 What happens when you are oversubscribed?
13:00 How were you funded?
15:30 Getting started, getting references…
17:30 What about AI?
21:00 AI, the Technology Adoption Curve, and the story of Buck’s Café
24:00 The magic wand question…
27:00 LinkedIn content and strategy.
28:00 The single most broken piece in sale processes is doing discovery:
A harsh but accurate analysis of a 30-minute discovery call.
31:30 Where do the Great Demo! and Doing Discovery methodologies apply?
33:00 What does a great demo look like? The key elements of the process…
37:30 How long should a great demo be?
39:30 A demo horror story!
41:30 The top three mistakes vendors make vs Buyer Enablement…
45:00 And champion enablement!
46:00 Moving forward from here…
47:30 Storytelling! Features vs Advantages vs Benefits vs Analogies vs Stories.
52:00 Good stories get retold!
54:00 What happens if you are gone?
55:00 What is one great piece of advice?
You can find the full recording here – enjoy!
https://www.youtube.com/watch?v=bZYaOdWXbnw
No comments:
Post a Comment