Doing Discovery – Now Over 1000 Copies

 

Well over 1000 copies of Doing Discovery have been purchased in the past couple of months, including over 100 Audiobooks, and we’re hearing positive feedback from those who have begun to put the ideas into practice. Reports include:

• Much more effective first demos
• Elimination of overview demos and Harbor Tours
• Increased sales and buyer velocity
• Avoidance of unnecessary POCs
• Becoming the preferred vendor over competition

The advantage goes to those of you who adopt early – get your copy here. 

(Great reading for the holidays!)

Product Names in Demos?

 

I just watched a demo recording – about 45 minutes overall – where ~15 product names were mentioned, including both products and modules. Some had numbers associated with them, such as “Mobius-12”. By the end of the demo, I was overwhelmed…

As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions:

1. What do you remember from the demo?
2. What specific product names do you remember from the demo?

The answers were illuminating and a bit frightening:

1. What did you remember from the demo?
• “Confusing…”
• “Complicated…”
• “I got lost…”
• “Seemed like a lot of functionality…”
• “It was a firehose of features…”

2. What specific product names did you remember from the demo?

• “Um…”
• “There were a lot, I’m not sure…”
• “Moby-one or something…”
• “Zero…”
• “Chirp chirp chirp chirp…” (modeling the sound of crickets in an empty room)

What do you want people to remember in a demo: your product names or the problems your products address, along with the outcomes and business value?

Consider: if your prospect will only take away 3 ideas from your demo, what do you want them to remember?

Webinar: Create Deal Velocity with Vision Generation Demos!

I’ll be joining the fine folks at Saleo:

“On November 17th, Saleo is hosting a webinar with Peter Cohan of Great Demo!, and our CEO Justin McDonald on how to Create Deal Velocity with Vision Generation Demos!

https://lnkd.in/g6DtZFej

An underutilized and remarkably effective technique, Vision Generation Demos have proven to be the crisp cure for stunningly awful Harbor Tours, cutting to the chase and saving tremendous time for both vendors and prospects. When should they be used? How are they delivered? How are they constructed? We’ll share these truly best practices and show how tools like Saleo enable you to align with prospect markets, job titles, and specific interests with just a few mouse clicks.”

Looking forward to seeing you there – and please let us know If you have questions or topics you’d like us to explore!

Presales – Please Complete Consensus’ Survey (You’ll Be Glad You Did)

 

The fine folks at Consensus are executing their seminal annual survey for the fourth time, providing the presales community with an extremely valuable series of benchmarks, comparisons, and data.

What’s included? Explorations of:

• Salaries and compensation
• Workload and activities breakdown
• AE:SE ratios
• Presales onboarding time
• Performance and quota measurements
• Presales metrics
• Detailed data on demos

And a lot more!

Participating in this survey is a terrific investment in yourself and your team since you'll receive the results. It should take ~15-20 minutes to complete. You can find the survey here. Thanks!