Workshops and Events Overview
Great Demo! Workshops and Events Overview
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.
Put the "Wow!" in your demos and focus on the value to customers.
Workshop and Event Customization
Great Demo! Workshops and Events are all customized for each
customer event. There are (at least) three dimensions of
customization involved:
1. Creation and use of specific examples in the Workshop and
Event materials and as templates for the role-play exercises. These
are often specific for each group and are typically the result of the
group’s product focus, market/vertical focus, sales process type,
etc. Very simply, the examples we use in each Workshop need to
be relevant and resonate with the participants.
2. Specific topical areas of particular interest or challenge. For
example, most teams want a segment that addresses the
challenges of Remote Demos (e.g., over WebEx), but other areas
are very dependent on each group’s specific practices.
3. The participants themselves. Each Workshop and Event is tuned
in accord with the nature and type of participants involved. For
example, some groups include a mix of presales, sales and
marketing folks. Others are nearly homogeneous, with only one job
title represented. Similarly, some groups consist of seasoned
veterans; others have players new to presales or sales.
Great Demo! Workshops and Events Compared
2-Day Great Demo! Workshop:
Provides ample time to develop new demos and present them in
role-play exercises, and enables a broad range of real-life situations
to be covered. 2-Day Workshops are recommended when you want
to incorporate ½ a day of sales methodology skills training, in
addition to demo/presentations skills – or when the participants’
native language is not English.
1.5-Day Great Demo! Workshop:
This is the best length Workshop for most organizations, offering a
good balance of time for the exercises and real-life situations to be
explored. There is also a clear advantage to having a Workshop
extend overnight – participants retain and implement the key
concepts more effectively.
1-Day Great Demo! Workshop:
Excellent for smaller groups; however we necessarily cut back on
role-play and real-life discussions in comparison to the 1.5-Day and
2-Day sessions.
Great Demo! Seminars:
Seminars are great segments for sales and marketing kickoff
meetings or similar events. They offer the opportunity to expose a
large number of team members to the ideas and to stimulate new
thinking. The disadvantage of a Seminar is that it does not offer
sufficient time for exercises for the participants.
Great Demo! Webinars:
Webinars are terrific mechanisms to introduce Great Demo! core
concepts to teams in multiple, disparate locations – or when travel
budgets are restricted. A Great Demo! Webinar can also serve as a
very effective lead-in to a Workshop or longer event.
Overall Objective
To establish a framework, including skills and processes, to create
and deliver improved software demonstrations to increase success
in the development, sales, and deployment of your organization’s
software products.
Sub-objectives
• Improve demonstration quality and effectiveness
• Implement a standard process for preparing and delivering demos
• Establish and communicate clear objectives for each demo
• Increase probability of success for real-life situations
• Reduce the cost of sales by using demos more judiciously
• Increase the average deal size
• Increase deployment of software already sold
Great Demo! Workshop Deliverables and Key Learning Objectives
Workshops provide the opportunity to amplify ideas rapidly - to
realize the gains of the method as a group, as opposed to a one-by-
one, serial approach.
Participants will learn how to:
Participants complete the Workshop equipped with:
Great Demo! Workshop and Event Length
Great Demo! Workshops and Seminars are customized in content
and length to enable you to achieve your specific objectives.
Workshops are typically 1-Day, 1.5-Days or 2-Days in length.
Seminars range from 1-Hour to a 1/2-Day in length.
Webinars of up to 1.5-Hours in length are be delivered remotely (e.
g., via WebEx or GoToMeeting).
Contact Us for more information.
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.
Put the "Wow!" in your demos and focus on the value to customers.
Workshop and Event Customization
Great Demo! Workshops and Events are all customized for each
customer event. There are (at least) three dimensions of
customization involved:
1. Creation and use of specific examples in the Workshop and
Event materials and as templates for the role-play exercises. These
are often specific for each group and are typically the result of the
group’s product focus, market/vertical focus, sales process type,
etc. Very simply, the examples we use in each Workshop need to
be relevant and resonate with the participants.
2. Specific topical areas of particular interest or challenge. For
example, most teams want a segment that addresses the
challenges of Remote Demos (e.g., over WebEx), but other areas
are very dependent on each group’s specific practices.
3. The participants themselves. Each Workshop and Event is tuned
in accord with the nature and type of participants involved. For
example, some groups include a mix of presales, sales and
marketing folks. Others are nearly homogeneous, with only one job
title represented. Similarly, some groups consist of seasoned
veterans; others have players new to presales or sales.
Great Demo! Workshops and Events Compared
2-Day Great Demo! Workshop:
Provides ample time to develop new demos and present them in
role-play exercises, and enables a broad range of real-life situations
to be covered. 2-Day Workshops are recommended when you want
to incorporate ½ a day of sales methodology skills training, in
addition to demo/presentations skills – or when the participants’
native language is not English.
1.5-Day Great Demo! Workshop:
This is the best length Workshop for most organizations, offering a
good balance of time for the exercises and real-life situations to be
explored. There is also a clear advantage to having a Workshop
extend overnight – participants retain and implement the key
concepts more effectively.
1-Day Great Demo! Workshop:
Excellent for smaller groups; however we necessarily cut back on
role-play and real-life discussions in comparison to the 1.5-Day and
2-Day sessions.
Great Demo! Seminars:
Seminars are great segments for sales and marketing kickoff
meetings or similar events. They offer the opportunity to expose a
large number of team members to the ideas and to stimulate new
thinking. The disadvantage of a Seminar is that it does not offer
sufficient time for exercises for the participants.
Great Demo! Webinars:
Webinars are terrific mechanisms to introduce Great Demo! core
concepts to teams in multiple, disparate locations – or when travel
budgets are restricted. A Great Demo! Webinar can also serve as a
very effective lead-in to a Workshop or longer event.
Overall Objective
To establish a framework, including skills and processes, to create
and deliver improved software demonstrations to increase success
in the development, sales, and deployment of your organization’s
software products.
Sub-objectives
• Improve demonstration quality and effectiveness
• Implement a standard process for preparing and delivering demos
• Establish and communicate clear objectives for each demo
• Increase probability of success for real-life situations
• Reduce the cost of sales by using demos more judiciously
• Increase the average deal size
• Increase deployment of software already sold
Great Demo! Workshop Deliverables and Key Learning Objectives
Workshops provide the opportunity to amplify ideas rapidly - to
realize the gains of the method as a group, as opposed to a one-by-
one, serial approach.
Participants 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 – and engage
and prove your capabilities within the first few 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.
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.
Great Demo! Workshop and Event Length
Great Demo! Workshops and Seminars are customized in content
and length to enable you to achieve your specific objectives.
Workshops are typically 1-Day, 1.5-Days or 2-Days in length.
Seminars range from 1-Hour to a 1/2-Day in length.
Webinars of up to 1.5-Hours in length are be delivered remotely (e.
g., via WebEx or GoToMeeting).
Contact Us for more information.
| The Second Derivative |
| Copyright 2004-2010 The Second Derivative. All Rights Reserved. |
Custom Workshops Workshops are always customized to map to your specific objectives, needs and situation |
Feedback from Great Demo! Workshop Participants "Very specific actionable techniques that will have an immediate impact on our demonstrations." - Pat Rougeau President and CEO - IO Informatics “Highly effective: We’ve gotten praise and positive feedback on our new demos from our customers. That’s the ultimate success!” - John Kreisa, Director Product Marketing - Business Objects Americas, Inc. "The Great Demo! approach is already being internalized by our presales teams. Sales Executives and Customers have both favourably commented on the new approach." - James Marland Director, Solution Strategy, Europe - Ariba, Inc. "Epiphany!" "Over my many years, I've been involved with training from everything from Target Account Selling, Solution Selling, Value Selling, Spin, and all sorts between. Your presentation, however, was refreshing and filled with new content. You touched on areas that other teaching workshops don't cover adequately, or simply ignore outright. I watched my teams carefully during your presentation and I noticed their engagement, excitement and genuine interest. - Michael Tarbet Vice President America's Sales Consona Corporation "Understands demos from both sides of the fence." “I would recommend this training be mandatory for all sales staff” "Just thought I would share with you the fact that a customer actually titled his email to me 'Great Demo!' " "Realistic and useful methodology of preparing an effective demo, tailored to prospective clients, addressing and resolving their Critical Business Issues." "Was very well structured with enough hands-on time." "Really an excellent Workshop." “Learning to create demos in smaller, consumable pieces instead of a long story.” “Role-plays were most useful.” "The mindset of 'thinking as your customer'. We had to view products from our customer's perspective - this was extremely helpful and would improve customer relations." “Well organized materials and presentation. It provided a very good structure for developing and delivering presentations.” "I plan to implement the entire process for my next demo." |
Outside the U.S.? We've delivered Great Demo! Workshops in: Australia Canada France Germany India Italy Korea Singapore Spain Switzerland United Kingdom |
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