1.Impactful Demos: APJ Presales Engineering Virtual Bootcamp Digithon

Workshop 1: Great Demo Refresh

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.

Learning 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.

Expected business outcomes
To create and deliver improved software demonstrations to increase success in the sales, renewals and expansion of your offerings. With:

Improved demo quality and effectiveness, by implementing a standard framework.
Establishing and communicating clear objectives for each demo.
Improved communication, preparation and follow-up between sales and presales.
Reduced cost of sales by using demos more judiciously.
Increased average deal size and/or sell additional products and services.
Increased existing subscription expansion and renewals.

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Workshop 2: Great Connection

The “New Normal” of virtual introductory calls, sales calls, demos, presentations, discovery conversations and other vendor-customer communications will continue to be done largely over the web – even after COVID-19 is behind us. Accordingly, the mechanics and best practices of connecting effectively with your audiences is an essential skillset – not a “nice to have”!

The Sad (But True) Situation

If your audience isn’t engaged, they won’t retain your message.
We rarely try something new in front of a customer.

Despite operating for months over the web, most people simply haven’t made any real changes to their practices for virtual meetings:

Most web demos and presentations start with, “Can you see my screen?” – follow by the presenter talking and clicking, talking and clicking, talking and clicking...
Establishing and communicating clear objectives for each demo.
When the presenter asks, “Any questions so far?” what is often heard is “Nope, we’re good…” or the chirp-chirp-chirp of crickets in any empty room!
And webcams are often not used or used only by the vendor – and vendors may look less professional than they should – making it tougher than ever to establish and develop a real relationship.
Presenters are often unaware of or largely inexperienced in the use of annotation tools, chat, webcam guidelines, screen-sharing options, scanning methods and other web interaction best practices. And what they don’t know is likely hurting them – and you!

If your audience isn’t engaged, they won’t retain your message. The challenge is interaction – or, rather, the lack of interactivity. This needs to improve to be effective over the web!

Learning objectives
Execute impactful engagements through effective and powerful two-way virtual communication

Expected business outcomes
Differentiated virtual demo presentations that rise above the crowd - that are interactive and interesting, that grabs our customer’s attention and they retain the right message we intended as our objective.

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