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Great Demo! Workshop on Nov 14-15, 2017

Art Fromm - TSD - a Certified Great Demo! Affiliate

Tuesday, November 14, 2017 at 8:30 AM - Wednesday, November 15, 2017 at 3:30 PM (EST)

Great Demo! Workshop on Nov 14-15, 2017

Ticket Information

Ticket Type Sales End Price Fee Quantity
Early Bird
Limited Quantity - Order tickets before 9/30/2017 for Early Bird Discount!
Oct 1, 2017 $1,425.00 $0.00
General
Deadline is November 3, 2017.
Not Started $1,550.00 $0.00
3 or more Person Group 10% discount
Come with 3 or more colleagues and you all get 10% discount. Deadline November 3, 2017.
Nov 3, 2017 $1,395.00 $0.00

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Event Details

GREAT DEMO!  DEMONSTRATION EFFECTIVENESS

A 1.75-DAY OPEN ENROLLMENT WORKSHOP

Create and Deliver Surprisingly Compelling Software Demonstrations

“Do The Last Thing First” — the recipe for a Great Demo!

This is an interactive workshop geared especially for those who demonstrate 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!”

"Peter Cohan's Great Demo! method really works. It helped us win ‘DEMOgod,’ and it has allowed us to explain our offering much more clearly to prospects." Chaim Indig, CEO, Phreesia

This workshop is best suited for 2-3 people from the same company, therefore we strongly recommend registering with a colleague (discount available for 3+ participants from the same company).  Individual registration is welcomed, however it is much better if you can come with 1 or two others so you can work on a common demo together.

WORKSHOP OBJECTIVES

At the end of this workshop participants will be able to establish a framework, including skills and processes, to create and deliver improved software demonstrations to increase success in the sales and deployment of your organization’s offerings.  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 subscription expansion and renewals.
  • Improve demonstration quality and effectiveness, by implementing a standard process and tools for demonstrations.
  • Establish and communicate clear objectives for each demo.
  • Increase probability of success for demo outcomes for real-life situations.
  • Improve communication, preparation and follow-up between sales and presales.

WORKSHOP DELIVERABLES AND SPECIFIC LEARNING OBJECTIVES

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 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.

As a participant, 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 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.

Continental breakfast and registration begin at 8 am and the workshop will start crisply at 8:30 am.  Contenental breakfast and lunch will be provided each day and are included in the registration.  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.TechnicalSalesDevelopment.com

Art Fromm is the founder and principal of Technical Sales Development, focused on helping sales teams improve their sales and marketing 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.

Have questions about Great Demo! Workshop on Nov 14-15, 2017? Contact Art Fromm - TSD - a Certified Great Demo! Affiliate

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When & Where

1 Concourse Parkway
Suite 185
Atlanta, GA 30328

Tuesday, November 14, 2017 at 8:30 AM - Wednesday, November 15, 2017 at 3:30 PM (EST)


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Great Demo! Workshop on Nov 14-15, 2017
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