Great Demo! Public Workshop on May 29 & 30

GREAT DEMO! DEMONSTRATION EFFECTIVENESS

1.75-DAY PUBLIC WORKSHOP

This is an interactive workshop with Natasja Bax for you who demonstrate B2B software to your customers and channels.

Bring a copy of your demo and be prepared to present it — we’ll help you turn it into a "Surprisingly Compelling Demo!"

This workshop is best suited for 2-3 people from the same company so you can work on a common demo together. Individual registrations are welcome.

OVERALL OBJECTIVES

Establish a framework, including skills and processes, to create and deliver improved software demonstrations. This will increase your success in selling and deploying your offerings.

Sub-objectives:

• Improve demonstration quality and effectiveness by implementing a standard process and tools for demonstrations.
• Establish and communicate clear objectives for each demo.
• Increase the probability of success for demo outcomes for real-life situations.
• Improve communication, preparation and follow-up between sales and presales.
• Reduce the cost of sales by using demos more judiciously.
• Increase the average deal size and/or sell additional products and services.
• Increase existing subscription expansion and renewals.

WORKSHOP DELIVERABLES AND SPECIFIC LEARNING OBJECTIVES

Participants will learn how to:

1. Determine the right content for a demonstration based on the customer’s business needs and objectives.
2. Organize the content in a novel, logical progression that maps to audience needs and depth of interest. Engage and prove your capabilities within the first six minutes of the demonstration.
3. Prepare demonstrations using the new method.
4. Present demonstrations with the highest probability of success in achieving the desired objectives.
5. Manage a range of real-life situations and scenarios.

Participants complete the Workshop equipped with:

• A newly constructed, highly compelling demonstration of your software, targeted specifically for a typical key scenario.
• The ability to apply the method to develop equally targeted and compelling demonstrations for other scenarios, products, and situations.

The Great Demo! methodology delivers targeted "what's in it for me?" benefits right up front, followed by rapid, targeted proof, and then further, more detailed exploration in accord with the audience's level and depth of interest. This proven, highly successful method maps extremely well to the specific needs and constraints of audiences that can include senior management, middle management, end users, and IT staff.

WHAT OTHERS SAY ABOUT THIS WORKSHOP:

Stefan: "Whether you are new to the presales world or an established professional, I would definitely recommend attending this Great Demo workshop. It has been a game changer for me; Natasja quickly put the participants into role-play situations with their own cases, which is a super powerful way to learn and acquire the techniques."

Amit: "Our Demos have a better structure. We don't do blind demos anymore without a proper discovery call. Try to understand the big problem. Speak more about Value than our features and functions. The breakthrough moment was the "Keep the end in mind, bring the last thing first" it was such an "aha" moment. Natasja was able to consistently address everyone's questions even though everybody comes from different backgrounds, technologies, and domains - she was able to get the GREAT DEMO Methodology suitable for every case. Thank you for that."

Amanda: "The workshop was essential for putting together the Great Demo! methodology in practice. I really like the way Natasja explains things, and the exercises really helped solidify my knowledge. Doing the workshop helped me improve several skills, but the biggest takeaway for me is understanding how defining the Critical Business Issue (CBI), Value and Date influence the outcome of my deals. By putting the methodology into practice, I have been able to build better relationships with my customers - they open up more and ask more questions. It has also helped me strengthen the relationship with the AE team, especially when they realised how customers react to the approach. Finally, it has been helping us analyse opportunities that ended in 'No Decision', allowing us to revisit them and reactivate contacts. Natasja is an amazing instructor; she kept us engaged at all times and is a great speaker."