Upcoming Great Demo! Public Workshops

North America June 7-9, 2022 (Virtual)

EMEA July 4-5 (Face-to-Face)

EMEA September 6-8 (Virtual)

Our next North America Great Demo! Virtual Public Workshop is scheduled for June 7-9.  You can find registration and additional information here – contact Julie Hansen for additional details.

Our next EMEA Great Demo Public Workshop will take place July 4-5 in Amsterdam – this will be an in-person, face-to-face session. You can find registration and related information here. Contact Natasja Bax for additional details.

An EMEA Great Demo! Virtual Public Workshop is scheduled to take place September 6-8 for folks in Europe and the UK time-zones. Click here for more information – or contact Natasja Bax for more information.

Book Recommendation: Think Again: The Power of Knowing What You Don't Know

 

This terrific book provides refreshing and provocative insights into ourselves and into our interactions with others. The ideas can open our minds to new and improved ways of thinking and communicating that positively impact sales and presales processes, including handling objections, negotiating, and describing and presenting our offerings. It also suggests intriguing methods of managing competition and related challenges, based on a more nuanced approach to the competitive landscape.

One of the author’s fundamental themes is that we often aren’t fully aware of our own limitations. He quotes Dunning, “The first rule of the Dunning-Kruger Club is that you don’t know you are a member of the Dunning-Kruger Club!” It is hard to “know what you don’t know…” and equally hard to even be aware of what you don’t know.

So, be curious and check it out!

Webinar Recording: How to Truly Engage Customers During Product Demos

 

Great Demo!’s Peter Cohan joined Demodesk’s VP of Revenue Lauren Wright to explore best (and worst!) practices for driving interactivity in demos delivered over the web. 

Topics included:

• Structuring the demo – what and how to show
• Presentation/demo mechanics for driving interactivity
• Support tactics such as summaries and chunking
• Coaching methods, tips, and practices, including The Manager’s Dilemma
• Ongoing learning

You can find the recording here.  Enjoy!

Upcoming Webinar: The Evolution of PreSales with Natasja Bax

 

Vivun is hosting this event:  April 28 at 14:00 GMT

 

“Adapting to Meet the Demands of Modern B2B Buyers

 

Join us at the newest Xpert Series virtual meetup where industry leaders, innovators, and coaches discuss the revolutionary methods they employee to solve complex problems in PreSales. First up, Natasja Bax.

 

Buyer journeys have evolved and companies must adapt to the new modern buyer if they wish to survive—making PreSales more strategic than ever. With the shift in B2B selling and escalated importance for PreSales we must ask ourselves: What will it take to excel at the next stage of PreSales?

 

The owner of The DemoScene, Natasja Bax, has been tracking the PreSales Evolution and will be joining us April 28 at 14:00 GMT for a fireside chat-style discussion about where PreSales has come and where it is continuing to go. This session will be live & interactive so come prepared with questions and an open mind to the future of PreSales.

 

To make this virtual event just as special as an in-person meetup, we’ll send you a voucher for dinner, drinks, or whatever else you fancy as our way of saying “thanks” for joining the conversation.”

Webinar Recording: Anatomy of a Discovery Conversation

 

In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain key elements, skills, and principles. This won’t be your standard webinar!

In which we actually performed an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain key elements, skills, and principles. This wasn’t your standard webinar!

See a real-life example of doing discovery that can serve as the basis for a template for you and your team, as well.

To set the context for this webinar, our prospect has reached out to us asking about demo skills training possibilities. We had an initial 20-minute conversation about our offerings, after which we sent information on our training options and pricing. After digesting this information, our prospect reconnected for the next step: a discovery conversation.

We interspersed the conversation with comments and observations about the anatomy of this discovery call, exploring some of the key elements of discovery, including:

• About You
• Demographics
• Environment
• Major Pain
• Impact
• Value
• Related Pain
• Culture
• Wrap-up

Note that our prospect provided real-life complexity with regards to his situation, making the conversation more challenging than the average discovery call!  Listen-in as we interviewed our prospect…

You can find the recording here.  Enjoy!