June 13-14, 2018
Peter Cohan, software demo expert and author of GREAT DEMO! gives you a quick overview of what you’ll learn in this workshop.
At Consensus our intelligent demo automation software helps drive productivity for pre-sales teams around the globe. But the increased productivity that demo automation brings doesn’t replace the need for great live demos, it just makes those demos more effective.
So we are delighted to announce that we’re teaming up with Peter Cohan from The Second Derivative to bring a “Great Demo!” Public Workshop to Utah, specifically organized for software companies here in Silicon Slopes.
This workshop will be taught by Peter Cohan, the author of the book Great Demo! and the corresponding methodology as well as the founder of the excellent Great Demo! LinkedIN group for the sales engineer and solution consulting profession.
The Great Demo! methodology results in dramatic improvements in demos and corresponding closed business – and Great Demo! was recently validated in a study that analyzed 67,139 demo recordings and identified key items that contribute to particularly successful demos:
1: Understand and review the customer’s situation
2: Do the Last Thing First
3: Turn the demo from a traditional “firehose” delivery into a two-way, bidirectional conversation.
GREAT DEMO! Public Workshops are excellent opportunities for individuals, small groups or for teams that have new hires. They are 1.75-Day Workshops, with the first day focusing largely on core Great Demo! material and the second day addressing more advanced topics and techniques, such as techniques for presenting over the web (via WebEx, Zoom, GoToMeeting), Managing POCs, Storytelling, Making Demos Remarkable, Outflanking Competition, and advanced elements of Doing Discovery.
We’ve found that these sessions are most productive when there are two or more participants from each organization – and best when a combination of sales and presales participants are present (singletons are also fine). This helps to mimic real-life interactions as much as possible, both when preparing demos and delivering them in the role-play sessions.
The session will be limited to ~18 participants to ensure that each participant has substantial time for role-play delivery and focused feedback. We look forward to seeing you and your team at this workshop!