GREAT DEMO! VIRTUAL PUBLIC WORKSHOP
About this Event

GREAT DEMO! VIRTUAL PUBLIC WORKSHOP

Deliver Compelling Software Demonstrations

This is an interactive workshop where you will learn the key pieces of information required to ensure you have the perfect set of information to ensure you can create a winning solution for your prospect’s situation and needs. With that information we will help you create a surprisingly compelling demo that Wow’s your audience within the first six minutes, increases engagement and wins more business.

OVERALL OBJECTIVES:

Establish a framework, including skills and processes, to create and deliver improved software demonstrations to enhance success in the sales and deployment of your organization’s offerings.

Establish a consistent methodology, including a framework, skills, and process for providing demonstrations
Expand each opportunities' breadth and depth
Expand prospects’ vision of their problems and bias toward your solutions
Provide a clear understanding of what “great” looks like.
Learn how to better sell ‘Value’
Decrease No-Decision outcomes
Become the Trusted Advisor
Improve communication, preparation, and follow-up between selling teams and prospects
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.
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.

Participants will:

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

With a very strong emphasis on roleplay exercises (a “see it, do it” approach) your workshop will enable the highest assurance of implementation and adoption of the Great Demo! methodology.

SCHEDULING:

The workshop will be held over three (3) days with two (2) 120-minute sessions per day. The schedule will be provided upon request and at registration.

ABOUT YOUR INSTRUCTOR:

The instructor for this event will be Paul H. Pearce. Paul brings over 25 years of technical sales leadership and experience to his Great Demo! training practice. As the first certified Great Demo! training affiliate he has mastered the Great Demo! methodology and today contribute to its ongoing success and growth. Having rolled out the Great Demo! methodology to numerous global companies, he understands the intricacies of training and how to promote significant software sales growth for his clients.

Paul is the President of Great Demo!, LLC, has held numerous leadership roles in sales and most recently was the Vice President of Global Solution Consulting at Ellucian, Inc. He also previously led North American Sales for GP Strategies Human Capital Technology Services Division and has led technical sales teams as VP of Technical Sales, Field Enablement, Alliances, and Business Development at global software companies. He has authored Great Demo! Master Series courses, is noted as an industry thought leader, and is a regular content contributor at GreatDemo.com.

Mr. Pearce resides near Deadwood, South Dakota, and travels internationally to support his Great Demo! training clients. His interests include Real Estate Investing and Management and spending time outdoors with his family in the beautiful Black Hills.