Podcast Description
How do you deliver great demos every time?
In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Peter E. Cohan, author of the book ‘Great Demo,’ about the importance of effective software demonstrations.
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In this coffee talk conversation, the group discusses the expectations of buyers when they request a demo and the negative effects of ‘show up and throw up’ demos. The dialogue emphasizes the need for vision generation demos that focus on the prospect’s pain and desired outcomes. The discussion also highlights the importance of collaboration between sales and pre-sales teams and the value of discovery in uncovering tangible elements of value.
Takeaways
- Effective software demonstrations are crucial in the buyer’s journey.
- Avoid ‘show up and throw up’ demos that overwhelm buyers with too many features.
- Focus on vision generation demos that address the prospect’s pain and desired outcomes.
- Collaboration between sales and pre-sales teams is essential for successful demos.
- Discovery is key in uncovering tangible elements of value and creating effective demos.
Chapters
00:00 Introduction and Welcome
00:56 The Importance of Demonstrations in the Buyer’s Journey
04:37 The Negative Effects of ‘Show Up and Throw Up’ Demos
05:32 Avoiding ‘Buying It Back’ and the Importance of Value Conversations
06:37 The Relationship Between Demos and Identifying Potential Outcomes
08:41 Collaboration Between Sales and Pre-Sales Teams
13:28 Refining the Demo to Focus on Pain and Impact
21:59 The Importance of Discovery and Teaming Between Sales and Pre-Sales
23:29 Avoiding Complexity and Focusing on the Fewest Number of Clicks
29:40 The Importance of Discovery and Uncovering Tangible Elements of Value
30:41 Conclusion and Call to Action
