{"id":34644,"date":"2024-03-27T15:32:52","date_gmt":"2024-03-27T15:32:52","guid":{"rendered":"https:\/\/greatdemo.com\/?p=34644"},"modified":"2024-03-27T15:32:52","modified_gmt":"2024-03-27T15:32:52","slug":"demo-caffeine","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/demo-caffeine\/","title":{"rendered":"Demo Caffeine!"},"content":{"rendered":"<p>\u201cReady to transform your demos from &#8220;show up and throw up&#8221; to decisive deal catalysts?\u201d<\/p>\n<p>I joined Tom Pisello the \u201cROI Guy\u201d and April Morley of the Enterprise Value Collective for this well-brewed discussion on their fabulous <a href=\"https:\/\/geniusdrive.com\/episode-29-how-good-value-discovery-leads-to-great-demos\/\" target=\"_blank\" rel=\"noopener\">Value Coffee Podcast<\/a>:<\/p>\n<p>(Minutes:Seconds into the recording)<\/p>\n<ul>\n<li>0:00\u00a0\u00a0\u00a0\u00a0 Introductions.<\/li>\n<li>1:30\u00a0\u00a0\u00a0\u00a0 What do buyers expect when they click the \u201cBook a Demo\u201d button?<\/li>\n<li>3:00\u00a0\u00a0\u00a0\u00a0 Flipping the script on traditional, boring overview demos.<\/li>\n<li>5:45\u00a0\u00a0\u00a0\u00a0 Avoiding \u201cBuying It Back.\u201d<\/li>\n<li>7:00\u00a0\u00a0\u00a0\u00a0 An interesting and important aspect of human attention and retention.<\/li>\n<li>9:00\u00a0\u00a0\u00a0\u00a0 Meeting expectations\u2026<\/li>\n<li>10:00\u00a0\u00a0 The recipe for Vision Generation Demos.<\/li>\n<li>13:00\u00a0\u00a0 The segue into discovery!<\/li>\n<li>13:30\u00a0\u00a0 Tom\u2019s version as an alternative, yet similar approach.<\/li>\n<li>14:45\u00a0\u00a0 The reasons for No Decision outcomes.<\/li>\n<li>15:30\u00a0\u00a0 Identifying Critical Business Issues.<\/li>\n<li>16:00\u00a0\u00a0 The importance of tangible value.<\/li>\n<li>16:45\u00a0\u00a0 The importance of Critical Dates\/Compelling Events.<\/li>\n<li>18:00\u00a0\u00a0 The book that should have been written first: Doing Discovery!<\/li>\n<li>19:00\u00a0\u00a0 Identifying outcomes and associated value.<\/li>\n<li>20:15\u00a0\u00a0 Uncovering Deltas.<\/li>\n<li>21:30\u00a0\u00a0 Attaching the value to the software screens.<\/li>\n<li>22:00\u00a0\u00a0 Sales-presales teaming.<\/li>\n<li>23:00\u00a0\u00a0 An amusing analogy for demos.<\/li>\n<li>24:00\u00a0\u00a0 An example of team play during the demo.<\/li>\n<li>24:30\u00a0\u00a0 Defined roles\u2026<\/li>\n<li>25:30\u00a0\u00a0 Leveraging the Primacy-Recency effect.<\/li>\n<li>27:45\u00a0\u00a0 Two words to avoid in demos\u2026<\/li>\n<\/ul>\n<p>Play the <a href=\"https:\/\/geniusdrive.com\/episode-29-how-good-value-discovery-leads-to-great-demos\/\" target=\"_blank\" rel=\"noopener\">recording<\/a> at 1.5x speed to get the full effect of the caffeine and enjoy!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cReady to transform your demos from &#8220;show up and throw up&#8221; to decisive deal catalysts?\u201d I joined Tom Pisello the \u201cROI Guy\u201d and April<\/p>\n","protected":false},"author":2,"featured_media":34645,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14,8,10,21],"tags":[7,27],"class_list":["post-34644","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","category-great-demo-blog","category-methodology_basics","category-vision_generation","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/34644","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=34644"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/34644\/revisions"}],"predecessor-version":[{"id":34646,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/34644\/revisions\/34646"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/34645"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=34644"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=34644"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=34644"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}