PREVIOUS ATTENDEES SAID:
"GREAT WORKSHOP. I HAVE ALREADY STARTED IMPLEMENTING SKILLS LEARNED
AND SO FAR, GREAT RESULTS!" - RICHARD, INSIDE SE
"EXCELLENT TRAINING SESSION, MY ENTIRE TEAM IS ENERGIZED AND LOOKING
AT THEIR JOB DIFFERENTLY." - CSABA, STRATEGIC DIRECTOR
"EVERYTHING AND EVERYTHING. HONESTLY, MOST IF NOT EVERYTHING APPLIED
TO MY DAY TO DAY ROLE. HOW TO CONSTRUCT DEMO, DISCOVERY, STYLE,
AUDIENCE, ALL GREAT" - STEPHEN, SE
"I'VE BEEN WITH MY COMPANY FOR OVER 5 YEARS AND THIS WORKSHOP WAS HEAD
AND SHOULDERS ABOVE THE REST OF THE EXERCISES, CONSULTANTS, AND
TRAINING I'VE RECEIVED IN THE PAST." - BEN, AM
GREAT DEMO! SOFTWARE DEMO EFFECTIVENESS
A 1.75-DAY OPEN ENROLLMENT WORKSHOP FOR SES AND AMS - DO IT TOGETHER
FOR SEAMLESS SALES(TM)
CREATE AND DELIVER _SURPRISINGLY_ COMPELLING SOFTWARE DEMONSTRATIONS
“Do The Last Thing First” — the recipe for a Great Demo!
This is an interactive workshop for SEs and AMs who give demos of
B-to-B software to 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 (discount available for 3+
participants from the same company), however, individual registrations
are welcome.
WORKSHOP OBJECTIVES
At the end of this workshop you will be able to establish a framework,
including skills and processes, to create and deliver improved
software demonstrations to increase sales success. Resulting in:
* Increase the average deal size and/or sell additional products and
services.
* Reduce the cost of sales by using demos more judiciously and
optimizing the sales process.
* Increase existing subscriptions and renewals.
* Improve demonstration quality and effectiveness, by implementing a
standard process and framework.
* Establish and communicate clear objectives for each demo.
* Increase probability of success.
* Improve communication, preparation, and follow-up between SEs and
AMs.
WORKSHOP DELIVERABLES AND SPECIFIC LEARNING OBJECTIVES
You will learn how to:
* 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.
* Engage and prove your capabilities within the first eight minutes
of the demonstration.
* Prepare demonstrations using the new method.
* Manage a range of real-life situations and scenarios.
You will complete the Workshop equipped with:
* The Great Demo! methodology which will help you create and deliver
“Surprisingly Compelling Software Demonstrations”
* 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 client's level and
depth of interest. This proven, highly successful method maps
extremely well to the specific needs and constraints of clients that
can include executives, senior management, middle management, end
users, and IT staff.
All-day beverages and a light lunch will be provided each day and are
included in the registration. Training room is open at 8 am and the
workshop will start crisply at 8:30 am. Workshop ends at 5:00 PM Day
1. Workshop runs 8:30 - 3:30 Day 2. All registrations must be
paid in full, in advance, and are non-refundable.
ABOUT THE FACILITATOR:
Art Fromm, Principal at Technical Sales Development Inc. (TSD)
Web Site: www.TeamSalesDevelopment.com
[http://www.technicalsalesdevelopment.com/]
Art Fromm is the founder and principal of Technical Sales Development,
focused on SEAMless Sales(TM) - helping sales teams improve their
sales results – primarily through improving qualification,
discovery, strategy, and value message execution including emphasis on
organizations’ live and remotely delivered demonstrations.
The bulk of Art’s experience is with complex, enterprise software
and strategic systems sold to varied audiences in a range of vertical
markets. Art has enjoyed roles as end-user, consumer, and
implementer of software technology, leading to pre-sales, sales, and
sales management roles, and is now focused on sales enablement and
consulting.
Art is a Certified Great Demo! Affiliate, working directly with Peter
Cohan who authored Great Demo!, a book that provides methods to create
and execute compelling demonstrations, which are taught in this
workshop.
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29/01/2020 Last update