Blog 2

Transforming a Good Demo into a Winning Demo

by Bob Riefstahl
December 5, 2020April 29, 2022

In-person demos have disappeared since the start of the COVID-19 pandemic. Pre-sales and Sales professionals are headlong in building bridges to customers using virtual platforms, but many of these virtual demos are missing some key components that will transform the event from a good demo to a winning demo. It is stating the obvious that in-person demo practices don’t all translate to virtual. That said, many professionals are executing virtual demos like they did in-person.

Your Virtual Sales Kickoff NEEDS to Tell a Story

by Bob Riefstahl
October 26, 2020April 29, 2022

When your executives take the virtual stage at your upcoming Sales Kickoff (SKO), a story needs to be told. Here’s the scenario. 2020 has been an unprecedented year and your company is not only standing, it is roaring! Your key metrics are healthy and your forecast is solid. Now here’s your choice. You can either present the usual, charts, graphs and numbers or, you can captivate and engage your sales and client success organizations with a story that paints an image of your past and your future. Guess which one will be more effective?

Add Some SPICE to Your Virtual Sales Kick Off

by Bob Riefstahl
August 14, 2020April 29, 2022

Virtual Sales Kick Off (SKO) season is about to begin and, if you’re like many powerful sales organizations, you’re looking for big results post-session. In the past, your on-site events were filled with energy and sessions that motivated the team. Here are some ideas to consider that we have found will add some flavor to meat and potato virtual, SKO breakout sessions.

Enough About Me: Six Tips on How Not to Talk About You or Your Company

by Ron Kendig
July 30, 2020April 29, 2022

The way some companies approach a presentation or demonstration sounds a bit like a bad date, the line goes, “Enough about me, let’s talk about you… what do you think about me?“

The #1 Most Important Foundational Demo Technique on the Planet: Tell-Show-Tell

by 2winteam
June 3, 2020April 29, 2022

[Bob] It happens all the time. We show a group of stakeholders how easy and helpful our software can be, but their feedback is “it seems too complicated.” How can that be? Certainly, the selection team doesn’t want us to take away any of that great functionality?

Modern, comprehensive applications may seem simple to us but easily appear too complicated in the eyes of a stakeholder. In all fairness, many prospective clients are simply trying to judge the ability of their people to learn and operate your applications efficiently. They are trying to predict the impact that your solution will have on their operations, and they are using your product demonstration to help them make that prediction.

Your Checklist of Virtual Training Must-Haves

by Bob Riefstahl
May 27, 2020April 29, 2022

There is a surge of firms offering virtual soft-skills training since the onset of Covid-19 and Social Distancing. If you are considering scheduling your precious and expensive resources into one of these courses, here is a list of nonnegotiables for anyone offering this form of training.

✓Proven Satisfaction Metrics

Courses designed initially for in-person events will not be effective in a virtual setting unless they are entirely re-engineered. Insist on customer satisfaction metrics that compare their virtual training with their on-site offerings. Require that they back up those statistics with their sample size. Anyone can claim a high satisfaction index from one or two clients that are “friendlies.” The satisfaction scores must be within two percent of each other to warrant further consideration of their offering.

12 Tips for Home Office Success

by Chad Wilson
April 1, 2020April 29, 2022

You’ve been directed to work from home. You’ve done it before but, now it will be for an extended time. In this blog, we’ll provide you quick and effective ways to have the right setup, tools, techniques to increase your effectiveness with team members, clients, and prospects. For client-facing roles, we will also provide tips for building momentum in the sales process that simply aren’t achievable in traditional, face-to-face encounters. Shockingly, you will learn how to become MORE productive than when you were in the office! The following are excerpts from our recently released video course, “HomeOffice2Win!”

Melting an Ice-Cold Sponsor With Your Subject Line

by Bob Riefstahl
March 13, 2020April 29, 2022

Here’s a scenario we’ve all experienced. It is three days before a key demo, and you need the sponsor at the client to follow through on her promise to schedule discovery calls. The problem is, she isn’t responding to your emails or voice-mails. As a pre-sales professional, you know the importance of making those connections and getting your critical questions answered. The salesperson on the account is too busy or distracted to help. What do you do? The answer is all in the subject line…

Once Upon a Time…

by Bob Riefstahl
March 9, 2020April 29, 2022

When I hear that phrase, I remember reading bedtime stories to my sons when they were youngsters. As adults, stories help us understand complex concepts, and just like when we’re younger, they forge connections with the storyteller, open up our imaginations, and help us receive new ideas.

Look Good in a Hurry! The Top 5 Alternatives to PowerPoint, Keynote and Prezi

by 2winteam
January 30, 2020April 29, 2022

While PowerPoint, Keynote and Prezi have plenty of reliable features, they’re clunky and slow compared to some of the new solutions that are out there. Their ubiquitous familiarity could even hurt the impact of your message.

Break away from the tried and true, or tired and boring. The following tools can freshen up your presentation game while giving you the convenience that a web-based creation platform offers.

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