tag:blogger.com,1999:blog-4124858646470226064.comments2023-11-30T04:09:55.278-08:00Great Demo!Unknownnoreply@blogger.comBlogger139125tag:blogger.com,1999:blog-4124858646470226064.post-37257010642132134542022-09-15T01:05:34.350-07:002022-09-15T01:05:34.350-07:00Hi Peter, Thanks for your inputs! ...Hi Peter, Thanks for your inputs! Agree that considering Presales are the trusted advisors to prospects/clients, makes sense they are involved with the SOW. This can be scaled to an extent, by having process/SOP/templates in place and inputs and review by the consulting/delivery team. <br />You mentioned about companies following this enjoy higher win rate/retention etc. Would you have any research/statistics that support this?would help to defend the case. Thanks! <br /><br />Best, <br />PriyankaPriyankanoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-13287747324268708982022-05-15T04:09:07.145-07:002022-05-15T04:09:07.145-07:00Good article. As someone who's seen a few demo...Good article. As someone who's seen a few demos this makes sense.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-48635572618672711792022-04-08T08:00:22.159-07:002022-04-08T08:00:22.159-07:00If you polled AEs with the question: "What...If you polled AEs with the question: "What's the purpose of discovery? My experience is an alarming amount would respond: "To figure out what we're going to show in the demo."<br /><br />I absolutely love that "demo requirements" isn't included in your list of discovery questions. The purpose of discovery is to some extent qualify the deal and mostly understand how we move forward. Maybe a demo isn't even required, or if it is, the requirements will be uncovered based on the other bullets listed, pain value, impact. <br /><br /><b>A</b>lways <b>B</b>e <b>C</b>losing!! <br />SE Kevinhttps://www.blogger.com/profile/08683169030431420713noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-64020491882010286822021-12-22T10:38:05.140-08:002021-12-22T10:38:05.140-08:00This comment has been hidden from the blog.Anonymoushttps://www.blogger.com/profile/09214005192968713673noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-17940713118016345082021-04-09T05:19:23.920-07:002021-04-09T05:19:23.920-07:00I have a big smile on my face as I read this becau...I have a big smile on my face as I read this because we adopted and made usage of this methodology years ago. We called the pains tactical and consequential, and associated specific names to those who shared them, and noted what we called 'golden nuggets', which were quantifiable metrics, previously unknown to us. We (the sales executive and SE) crafted our presentations / demonstrations to this information and were able to specifically address attendees by name as either the ones affected by the tactical or consequential pains. Very powerful stuff, and irrefutable. It was fun to dive in and understand, really understand the issues we could help them solve ... and changed our position from sales people to trusted advisors. Win rates were increased, and even in those cases we lost, they remembered us, and if their chosen vendor didn't work out, they came only back to us. I always had this methodology in mind over the years, and always incorporated it as I moved forward ... not always with sales support 'We don't have time to do in depth Discovery!" It was fun to see how that changed once I showed them how different a meeting can be when you're 'in the know'!GrizzlySEhttps://www.blogger.com/profile/11677861238516647236noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-17471690030532701882021-03-19T07:08:28.313-07:002021-03-19T07:08:28.313-07:00By far I would say that the Last Thing First has b...By far I would say that the Last Thing First has been the most impactful concept I have employed. This has made an enormous difference in the level of engagement and alignment that seems to last the rest of the demo/conversation. Everything that comes after a LTF styled demo seems to be improved by this approach. <br /><br />Starting out with the intention of eventually giving a LTF demo, automatically generates better discovery and makes the importance of quality discovery obvious. It also makes it easier to have a mental checklist with little effort. I find myself asking "Do I know enough yet to do a good LTF demo?", if not, keep digging.<br /> <br />As far as parts of the book I'd like to understand more clearly, I'd say the book is well written with good examples, and easy to understand. The challenge is building some good habits that employ this knowledge. So many little things are important, I find the biggest challenge is keeping those concepts fresh, and top of mind. Re-enforcement is enormously valuable. We recently had another refresher on Great Demo at our Sales Kick-off in Feb. My discovery and demos immediately improved, even though much of the content I'd heard before. I was reminded that I need to focus on transitioning knowledge to habits. <br />Examples of some of these are: Fewest number of clicks, pointing/circling etc, a menu of choices, the newspaper analogy with headlines, and 76 seconds. <br />Perhaps you already have some great blog posts on this, or it's in the book and I need to read it again. Or perhaps, just have the list of chapters handy as a reference. Just reading these 3 questions today gave me some good ideas. <br />I'd love to collect some good phrases and technique reminders for those pauses every 76 seconds (or less) and driving the engagement up even further. I find myself repeating the same phrase "does that make sense" a lot. I want to build a bigger song list. :)<br />I know there were some good examples in last year's session on presenting via Zoom. I'll have to go back and watch that recording. :) <br /><br />Keep up the great work Peter. I'm very grateful that I started my career in pre-sales with such great guidance. At least I have fewer bad habits to unlearn. <br /><br />- RobAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-32981672382461412562020-11-10T07:24:29.944-08:002020-11-10T07:24:29.944-08:00In our Enterprise business unit - 95% of the demon...In our Enterprise business unit - 95% of the demonstrations we provide are for securing new roll-call/business. We break that down further into new logo (brand new clients) and additional business/expansion (buying another feature of an existing product). New Logo business is managed with field/client facing pre-sales consultants, while additional business is managed with virtual pre-sales consultants. The other 5% is on non-revenue generating demonstrations (i.e. renewals, etc) which we use strategically as "safe" at bats for our new pre-sales consultants or for those consultants wanting to try out new demonstration techniques or talk tracks.TP5https://www.blogger.com/profile/03942119280202158004noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-63852557750601669332020-04-08T07:47:38.571-07:002020-04-08T07:47:38.571-07:00Hi Carl,
These are for-charge sessions that you c...Hi Carl,<br /><br />These are for-charge sessions that you can schedule with us as desired, not a public webinar. I hope that clarifies...! Contact me at PCohan@SecondDerivative.com if you'd like to discuss. Thanks!Peter E. Cohanhttps://www.blogger.com/profile/06691466432053541609noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-24142806765409329122020-04-08T02:17:37.695-07:002020-04-08T02:17:37.695-07:00Hello! I was not able to make this. Is there a r...Hello! I was not able to make this. Is there a recording?<br />Thanks,<br />CarlCarl Bhttps://www.blogger.com/profile/17463407337910817372noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-22588387785654045422020-03-24T15:30:00.527-07:002020-03-24T15:30:00.527-07:00Much appreciated, Peter - thank you!Much appreciated, Peter - thank you!Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-29002338460981627212020-03-24T10:56:26.944-07:002020-03-24T10:56:26.944-07:00Hi Scott,
You can find an article on this here: ...Hi Scott,<br /><br />You can find an article on this here: https://greatdemo.com/great-demo-remote-demos-best-practices/<br /><br />Hope this helps...!<br /><br />The Great Connection! sessions (recently posted) are vehicles to both learn about the various tools and to put them into day-to-day practice.Peter E. Cohanhttps://www.blogger.com/profile/06691466432053541609noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-89943846112054174512020-03-24T10:44:25.975-07:002020-03-24T10:44:25.975-07:00Peter,
Must confess I don't take advantage of...Peter,<br /><br />Must confess I don't take advantage of the annotation tools in Zoom when demoing our platform. What would you recommend as a primer to understand best practices in this regard?Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-49633077799453135542020-03-12T02:41:01.696-07:002020-03-12T02:41:01.696-07:00You not only waste screen space when showing tabs ...You not only waste screen space when showing tabs and bookmarks. How often have I gained quite some insight into people by learning <i>what</i> tabs and bookmarks they expose to remote contractors/customers ��Saschanoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-24976719368066307842019-10-21T07:19:39.363-07:002019-10-21T07:19:39.363-07:00Excellent post!
Excellent post!<br />Daryl Tannernoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-24215721025391138332019-09-24T13:25:03.871-07:002019-09-24T13:25:03.871-07:00Proof of Concept?Proof of Concept?Troynoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-67556133822627098012019-09-21T04:17:23.100-07:002019-09-21T04:17:23.100-07:00Can you define POC please, thanks.Can you define POC please, thanks.Ninonoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-68259129854188267092019-06-15T01:22:16.516-07:002019-06-15T01:22:16.516-07:00demo roll back reliability.
demo customer/industry...demo roll back reliability.<br />demo customer/industry specific labels/names.<br /><br /><br />Demo system Environment label names that are familiar to the prospect:<br />Credit card co: PCI environment<br />Civilian gov: FedRAMP medium<br />DoD: Impact Level 6<br /><br />Prospects take more interest when the demo has info specific (like name of the Environment their app runs in) to the problem they’re trying to solve.<br /><br />In my case these changes can be made to the demo system. However, resetting the demo system isn’t reliably automated, yet. An incomplete demo reset means crash and burn on the next demo.<br />Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-57740743167192683052019-06-04T10:27:36.793-07:002019-06-04T10:27:36.793-07:00Junk examples that don't make sense in a real ...Junk examples that don't make sense in a real world scenario bother me. Definitely old data (also missing or incomplete data). I also wonder about fake names -- what someone finds funny may be annoying or offensive to others? I'd love to hear your perspective on that. Cliff Babbittnoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-86556725309413856672018-08-27T20:00:51.002-07:002018-08-27T20:00:51.002-07:00Set up a second computer and send it the meeting i...Set up a second computer and send it the meeting info and watch the zoom, webex, etc to experience what the users do.Anonymoushttps://www.blogger.com/profile/13747861714917159946noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-66578191245945051602018-08-27T19:59:27.399-07:002018-08-27T19:59:27.399-07:00At times, if I had a second computer, I would star...At times, if I had a second computer, I would start the Zoom, Webex, etc so I can experience what the users do.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-48270398584908728532018-02-15T14:16:23.699-08:002018-02-15T14:16:23.699-08:00According to 19th century German philosopher, Arth...According to 19th century German philosopher, Arthur Schopenhauer; "All truth passes through three stages: First, it is ridiculed. Second, it is violently opposed. Third, it is accepted as self-evident."<br /><br />Reading this and my first impression is, "Dang, that makes so much sense. Why don't we all do this?"<br /><br />Thanks for sharing some serious truth about how to make demos less painful for everybody involved!<br /><br />Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-90839400942149305592017-11-17T09:34:05.386-08:002017-11-17T09:34:05.386-08:00The team building needs to be on the last day, whe...The team building needs to be on the last day, when everyone is fully alcohol saturated and tired of conversation.Anonymoushttps://www.blogger.com/profile/09015597104886564489noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-37957355229399448902017-09-01T08:36:34.512-07:002017-09-01T08:36:34.512-07:00Yes I do think I'm really good at demos ;) ...Yes I do think I'm really good at demos ;) I took your seminar and have many years of practice! I could definitely mentor others.Anonymoushttps://www.blogger.com/profile/07457570076781926518noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-59204503068640524932017-07-16T10:38:07.109-07:002017-07-16T10:38:07.109-07:00No matter what method works best, it is imperative...No matter what method works best, it is imperative the new hire know exactly what is expected of them and how success will be determined. This alleviates the stress of the unknown and gives the new hire the details to succeed.<br /><br /><a href="http://skartecedu.in/" rel="nofollow"> digital marketing training in chennai</a>Roshni Kargihttps://www.blogger.com/profile/05182769725164757343noreply@blogger.comtag:blogger.com,1999:blog-4124858646470226064.post-37963454933486713822017-06-29T02:45:13.423-07:002017-06-29T02:45:13.423-07:00NICE ARTICLE.NICE ARTICLE.dojumahttp://construction.uonbi.ac.kenoreply@blogger.com