Demo Solutions Course Catalog Header


Demo Solutions Course Catalog delivers content related to specific skills in a number of areas of your Demo or Presentation and Sales Process. These workshops are delivered either standalone or as part of package.

Workshops in the Demo Solutions Course Catalog were developed on a foundation of evidence-based psychology and behavioral economics, combined with real-world experience from Founder Ed Jaffe. Our founder and lead consultant has served on the faculty of the Integrated Marketing Communications program at Northwestern University, is a Master Facilitator at 2Win! and incorporates best-practices from academia and examples from his Presales experience when designing workshops. These aren’t “show up and some guy will talk at you for 3 hours.” Instead, our workshops are customized to be dynamic and allow our facilitators to get inside your demo and process and engage with your team and content, so participants can develop and practice new skills with what feels like another team leader.

Demo Solutions Course Catalog

Demo Skills 101: Positive Presentation Psychology

Positive Presentation Psychology is our foundational workshop.

This workshop is for: SDR/BDR, AE, Presales, Managers

Topics covered: Basic neuroscience; theory of mind; behavioral economics and cognitive biases; sales linguistics.

Skills you’ll gain: How to read audiences; how to identify your own cognitive biases; how to pick up on the language that your customers and prospects are using.

Interactive elements: Discussions

Why select this workshop: This workshop gives you the foundations for everything else we do. It can be offered standalone, but it is not a hands-on workshop like many of our others.

https://animoto.com/play/35RrgO8hYFYG4vf4r8HxIQ

Demo Skills 102: Visual content

What will you show? How will you build the right deck? What words should go on slides, and how can you take words off of the slides

This workshop is for: SDR/BDR, AE, Presales, Enablement, Managers

Topics covered: Basic neuroscience; scripts vs notes; language complexity

Skills you’ll gain: How to create more impactul content; how to change your talk track to adapt to different audiences, while keeping the slide the same; alternative visuals to decks

Interactive elements: Discussions, content review

Why select this workshop: Every presentation has a deck, but many decks hurt presenters. And some presenters don’t even need a deck! If you need better content, this workshop is for you

Audience Engagement 201: Opening and Closing

Opening and closing your presentation are the areas when you have the most impact. It’s where you get the audience’s attention, where they make their first impression (which usually sticks), and, at the end, when you get next steps. But most presentations open the same way. Presenters talk about themselves, their company, their history, etc – meanwhile the audience tries not to fall asleep. And most presenters forget to close.

This workshop is for: SDR/BDR, AE, Presales, Managers

Topics covered: Psychology to get and keep the audience’s attention, language to help frame benefits and close the deal

Skills you’ll gain: How to create a unique introduction that engages the audience’s limbic system, how to secure next steps at the end of your demo

Interactive elements: Discussions, practice

Why select this workshop: Opening and closing are some of the areas that we’re asked about most – this workshop ensures your team has the skills to bookend their next demo or presentation

https://animoto.com/play/YN4TvNr9rIL3PtHN2K11vA

Audience Engagement 202: Storytelling

“The confidence that individuals have in their beliefs depends mostly on the quality of the story they can tell about what they see, even if they see little.” – Daniel Khaneman

Since the beginning of recorded history (and probably before it), humans have used stories to share ideas and pass information to others. We remember stories far more than facts, because the human brain attaches to stories. And if we don’t have all the facts, we will usually make up a story that fits – even if it doesn’t follow what actually happened. 

This workshop is for: AE, Presales, Enablement, Marketing

Topics covered: The elements that make a great story; how to construct a strong narrative; what elements of storytelling are universal

Skills you’ll gain: How to embed stories throughout your presentations; how to “get to the point” and reduce fluff; how to close your stories so the message/reason for the story is clear

Interactive elements: Discussions, practice

Why select this workshop: Storytelling is universal – it’s something that everyone can do, but few have mastered it. If you want to truly engage your audience, these skills are a must!

https://animoto.com/play/YRwz1ZaPMwaFBqly6Fn3cQ

Audience Engagement 203: #Fail watch

Ever bomb in front of an audience? We have, and it always feels terrible. But what if you’re bombing and the audience doesn’t tell you? This happens more often than you think, and audiences will almost never tell you.

This workshop is for: SDR/BDRs, AEs, Presales, Enablement

Topics covered: The 6 types of demo fails; how to know if the audience isn’t connecting with you

Skills you’ll gain: Knowledge of the demo fails that are hurting your presentations; tactics to avoid demo fails in the future

Interactive elements: Discussions, mock demos, group feedback

Why select this workshop: Participants are always surprised when they find out the things they’re doing that hurt presentations – as minor as saying “right” over again or asking too many rhetorical questions, and as major as offending the audience

https://animoto.com/play/DtpIGeltTopGPY3mLR209A

Psychology 301: Run discovery like a therapist

Great therapists create safe environments where clients can open up, not feel judged, and come to their own conclusions. These therapists use techniques like active listening, empathy, and motivational interviewing to help clients make a change in a way that works for them. 

Sometimes, being a SaaS salesperson can feel a bit like being a therapist. Clients have a problem you’re trying to help them solve, they may be afraid of change, and your job to listen. If you just tell them what to do, they’re probably not going to do it (seriously, when was the last time a stranger told you to do something and you just did it?). Instead, you have to motivate them in a way that works for them. 

This workshop is for: SDR/BDRs, AEs, Presales

Topics covered: Neuroscience; motivational interviewing; transtheoretical (what a great word) model of behavioral change; potential outcomes of discovery; the difference between discovery and qualification

Skills you’ll gain: New discovery questions that can be used right away; techniques to create more impactful discovery questions moving forward; the ability to conduct discovery in the same meeting as a demo (if necessary) and still be successful

Interactive elements: Discussions, mock discovery, group feedback

Why select this workshop: Discovery is often a “thing that happens” in a sales cycle, but, when done right, can be truly transformational for your deal

You. Are. Awesome. Your session was fun, informative, and hit the nail on the head. I know that a session like this takes a lot of thought, and time, and it means the world that you delivered and made us look so good! Thanks again, and can’t wait to have you back! – Christina Brady, President, Sales Assembly

https://animoto.com/play/NcJWHUjd0Xy6sVbyCMQcyA

Psychology 302: Sales linguistics

Honestly, this is the best choice in our catalogue. Believe us. 

Do you believe us? Probably not, which is why Sales Linguistics matters. From the way you are running discovery to how you present, the words you use are absolutely critical.

This workshop is for: SDR/BDRs, AEs, Presales

Topics covered: Normative language; language complexity – how to go from “leverage our expertise in artificial intelligence and machine learning to deliver actionable insights” (18th grade, or 2nd year of grad school level) to “save time by focusing on what matters” (6th grade, and can be understood by 11-12 year olds)

Skills you’ll gain: The ability to simply language for your next presentation

Interactive elements: Discussions, mock discovery and/or presentations, group feedback

Why select this workshop: Language can make or break a deal, and you probably want to use language that closes deals

https://animoto.com/play/9n1W4hS1yGdGb0G3QYWPQg

Leadership 401: Coaching and feedback

We work with leaders to reframe metrics and work new methods of evaluation into existing processes. Our techniques are unorthodox drawing from a number of disciplines including anthropology, psychology, and political theory, but they inspire sustained, creative, self-driven change. Primarily, they help coaches drive change without making people feel bad about themselves, even when needing to say “that was terrible”. 

This workshop is for: Managers, leaders

Topics covered: Motivational interviewing; foundational psychology

Skills you’ll gain: How to give bad news in a positive way; avoiding the “crap sandwich” method of feedback

Interactive elements: Discussions

Why select this workshop: Feedback is hard, but necessary to make people better. However, not every piece of feedback is a “gift.” Is yours?

https://animoto.com/play/n1Ri5AFezFSr4Ll3auD65w

Want a workshop on a sales or presentation topic that you don’t see here? Just ask. We are constantly researching new material, considering new frameworks, and implementing new strategies for making your demos and presentations the best they can be. Our newest ideas are on our blog, which you can read here, and we customize almost every workshop. Contact us about customizing your next workshop here or to book sessions from the Demo Solutions Course Catalog. 

You. Are. Awesome. Your session was fun, informative, and hit the nail on the head. I know that a session like this takes a lot of thought, and time, and it means the world that you delivered and made us look so good! Thanks again, and can’t wait to have you back!

-Christina Brady, President, Sales Assembly