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Personalized

Sales demos ultimately boil down to one thing - DIFFERENTIATION!

Imagine that your sales demos convince buyers you understand them far better than the competition. When that happens, it creates the perception your products are superior.

That higher level of buyer knowlesge is the key to differentiation and higher win rates.

When you take a hands-on personalized product demo course from Product Management University, you'll learn how to create and deliver demos through a series of short stories that convince buyers you not only understand them right now, but you also understand market trends, best practices and where they should be going. Your products are the proof point to get them there.

The most common mistake sales engineers and solution consultants make is trying to differentiate their products at a feature level. It's like splitting hairs!

Here's the simple secret to differentiation.

The Presenter is Your Differentiation! That's right. Prospects don't buy because they understand you! They buy because your product demos convince them you understand their industry and their business as well as they do, and far better than the competition.

What Makes Our Pre-Sales Demo Training Uniquely Valuable?

You'll build specific demo scenarios for your products, complete with value context that's simple to articulate in every demo. You'll learn the simple storytelling tactic that convinces buyers you understand them far better than the competition. And last, you'll learn a flexible demo framework that allows you to personalize every demo without endless hours of preparation.

    pre-sales demo training
    Lesson Plan

    Demo Training | For Your Team

    Basic Demo Skills That Energize Buyers and Make Your Products the Easy Choice!

    Everyone on your team has their own demo style and that won't change. What will change is the story you tell with greater emphasis on the buyer versus the product. It's the easiest way to engage buyers and establish greater consistency in your sales process.

    You'll learn how to use value themes and short stories that set you apart from the competition by convincing buyers you simply understand them better. You are the differentiation! It creates the perception your products are better.

    You'll also learn how to make your products look simple by making the demo all about the buyer and what they're doing. Easier to understand, easier to sell, easier to buy!

    Start with customer outcomes, not problems. It simplifies everything!

    • Live Virtual: Four Half-Day Sessions, $1,695/person
    • Onsite: 2 Days, $1,795/person 
    • Self-Study Course: 30-Day Subscription, $999/person 
      • 51 minutes of video + exercises

    The Value Foundation

    Introduction to Outcome-Based Demos

    LESSON 1: Discovery Best Practices

    An insightful business conversation vs. 20-questions.

    LESSON 2: Create Your Target Customer Footprint

    Defining exactly where your solutions make them better.

    LESSON 3: Frame Your Value Story Around Outcomes

    Showcasing the strategic value of your products. 

    The Value Stories

    LESSON 4: Create Demo Scenarios/Stories

    Spoon-size stories that make complex products look simple.

    LESSON 5: Create Situational Competitive Scenarios

    Differentiate with outcomes instead of features.

    LESSON 6: Communicate Company Value /About Us

    A great way to end a demo. A terrible way to start one.

    The Delivery

    LESSON 7: Delivering Your Demo

    Hands-on demo of your product using the new framework.

    The Finer Points

    LESSON 8: Product Weaknesses, Questions & Objections

    Keeping everything in big-picture value perspective.

    LESSON 9: Getting Started

    The fastest way to get salespeople bought in.

    Certification

    • Perform a 15-minute live demo.
    • Demonstrate skills learned from the lessons.
    • Get certified in the classroom.

    Lesson Plan

    Demo Training | Self-Study

    Basic Demo Skills That Engage and Energize Buyers!

    If your new to the role of sales engineer or solution consultant, or just need a refresher, this course will give you the skills and mechanics that make you, the presenter, the key to differentiation

    You'll learn how to use value themes and short stories that set you apart from the competition by convincing buyers you simply understand them better. It creates the perception your products are better.

    You'll also learn how to make your products look simple by making the demo all about the buyer and what they're doing. Easier to understand, easier to sell, easier to buy!

    Start with customer outcomes, not problems. It simplifies everything!

    • Self-Study Course: 30-Day Subscription, $999/person
      • 51 minutes of video + exercises
      • Certification included.

    THE VALUE FOUNDATION

    Introduction to Outcome-Based Demos

    LESSON 1: Discovery Best Practices

    An insightful business conversation vs. 20-questions.

    LESSON 2: Create Your Target Customer Footprint

    Defining exactly how your solutions make them better.

    LESSON 3: Frame Your Value Story Around Outcomes

    Showcasing the strategic value of your products. 

    THE VALUE STORIES

    LESSON 4: Create Demo Scenarios/Stories

    Spoon-size stories that make complex products look simple.

    LESSON 5: Create Situational Competitive Scenarios

    Differentiate with outcomes instead of features.

    LESSON 6: Communicate Company Value /About Us

    A great way to end a demo. A terrible way to start one.

    PRACTICE RUN

    LESSON 7: Delivering Your Demo

    Hands-on demo of your product using the new framework.

    THE FINER POINTS

    LESSON 8: Product Weaknesses, Questions & Objections

    Keeping everything in big-picture value perspective.

    LESSON 9: Getting Started

    The fastest way to get salespeople bought in.

    DEMO & CERTIFICATION

    • Perform a 15-minute demo for your instructor.
    • Demonstrate skills learned from the lessons 
    • Get your certification.

    The Classroom

    • Personalized content and demo scenarios for your products.
    • B2B and B2B2C examples that are relevant to your business.
    • Breakout sessions and collaboration with team members.
    “I highly recommend John for any SaaS team that wants to move away from feature/function conversations to more strategic, value conversations. After John's training, we truly evolved into a better team by allowing ourselves to feel uncomfortable asking "The 5 Questions" over and over until it BECAME comfortable. When we started focusing less on immediate problem solving, and more on full understanding of the customer, we started to have more value-driven, meaningful conversations that ACTUALLY solved their problems.”
    Regional Director, Customer Success
    Product Management University Helped Me Learn! 5
    “6 months after John’s training, our sales cycles went from six months to just over three. John has an incredible knack for making complex things sound simple and did a phenomenal job of teaching our sales team how to do it. I’d highly recommend John's demo training.”
    Senior Vice President of Sales
    Product Management University Helped Me Learn! 5
    “Thank-you very much John! You are a great trainer and very knowledgeable about Pre-Sales. I needed work on trying to get myself out of ‘verbose’ talking and showing too much product. I have been doing Pre-Sales now for 18 years now and it’s always good to get good refreshers on items and have an independent observer give us new tips. 10 months later I’m still using your techniques today and they are leading to great success.”
    Solutions Consultant
    Product Management University Helped Me Learn! 5
    “John's approach was logical and pushed us to consider a new way of thinking. He was engaging and offered advice relevant to our company as if he had been on our team!”
    VP Global Sales
    Product Management University Helped Me Learn! 5

    Your Instructor

    My top priority is that you understand how to apply product demo best practices to your products and your target markets so that you win more with fewer demos. That's why we do it together in the classroom and certify your skills right there. That way you won't have to figure it out on your own after the training.

    product management instructor

    One Framework

    That's the whole point of our Customer Outcome Framework. To keep all customer-facing disciplines aligned to the goals and priorities of your customers so that everyone can do their part to eliminate the obstacles. For sales engineers and solution consultants, that means you're demonstrating the same outcomes, obstacles and solutions (instead of problems, features and benefits) that product marketing is using to fill the top of the sales funnel. Your knowledge of the buyers is the differentiation!

    Product Management Framework