Facilitator: | Art Fromm, Owner and President of Team Sales Development Inc. (TSD) |
Date: | May 14-16, 2024 |
Time: | 11:00 AM – 4:30 PM Eastern Time, 3 Parts over 3 Days |
Event Description: | Open enrollment workshop for SEs (Sales Engineers) and/or AMs (Account Managers). Attend separately or together for SEAMless Sales®. |
Workshop Focus: | Create and deliver surprisingly compelling software demonstrations. Learn the “Do The Last Thing First” approach for a great demo. |
Target Participants: | SEs, AMs, and sales teams providing B2B solutions. Best suited for 2-3 people from the same company. |
Workshop Objectives:
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- Use a framework to create and deliver improved solution presentations.
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- Increase deal size and/or sell additional products/services.
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- Reduce cost of sales by using demos judiciously.
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- Increase existing subscriptions and renewals.
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- Improve demonstration quality and effectiveness.
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- Establish clear objectives for each demo.
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- Improve communication, preparation, and follow-up between SEs and AMs.
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Workshop Deliverables:
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- Learn to determine the right content for a demo based on customer needs.
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- Organize content in a logical progression that maps to audience needs.
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- Engage and prove capabilities within the first eight minutes of a demo.
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- Prepare demonstrations using the new method.
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- Manage real-life situations and scenarios.
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