Demo Storytelling - Create Your Story

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Questions and Answers

What is the main issue with traditional demos, according to the passage?

The presenter is too enthusiastic

The audience tunes out due to a focus on features and facts (correct)

They lack visual aids

They are too short

What is the primary goal of a effective demo, according to Salesforce?

To convince the audience to buy immediately

To provide detailed data analysis

To showcase the product's features

To engage the audience emotionally (correct)

What is the main purpose of using personas like Cindy?

To promote Salesforce's products

To create a character for a story

To showcase different roles and customer-employee interactions (correct)

To explain the technical aspects of Salesforce

What is the purpose of using personas in demos, according to the passage?

To make the demo more relatable to the audience Signup and view all the answers

What is the key element of a story according to the content?

At least one main character—a hero Signup and view all the answers

What is the key to creating an effective persona, according to the passage?

Including attributes such as goals, challenges, desires, and frustrations Signup and view all the answers

What should be the focus of a story when selling a product or service?

The customer's journey and challenges Signup and view all the answers

What is the main benefit of using stories in demos, according to Michael Margolis?

They make the demo more engaging and memorable Signup and view all the answers

What is the purpose of recognizing the customer's challenges in a story?

To create an emotional connection with the audience Signup and view all the answers

Who should be the helper in a story when selling a product or service?

The product or service Signup and view all the answers

What is the primary goal of Cindy Central, the field sales rep persona?

To reach a certain sales quota this quarter Signup and view all the answers

What is the most important factor in a customer's buying decision?

How the product helps them through their challenges Signup and view all the answers

What should you highlight in your demo to create a more consistent customer experience?

How your product can lead to happy customers buying more and buying more often Signup and view all the answers

What is the purpose of sharing Arlo's victory with your audience in two parts?

To describe the tangible outcomes as lasting, long-term benefits Signup and view all the answers

What is the From-To Shift?

The journey of your hero's growth and change Signup and view all the answers

Why is it important to leave on a high note of transformation in your demo?

To inspire positive change in your audience Signup and view all the answers

What should you describe in your demo as lasting, long-term benefits?

The tangible outcomes of your product Signup and view all the answers

What is the result of a greater change in the From-To Shift?

A more impactful story Signup and view all the answers

What should you inspire in your customers through your demo?

Positive change in their business challenges Signup and view all the answers

What is the purpose of the two parts of Arlo's victory in your demo?

To inspire positive change in your audience and to show the growth of your hero Signup and view all the answers

Study Notes

Effective Demos

A good demo should engage the audience emotionally and inspire action.
Stories are easy to remember and tap into emotions, making them an effective way to present demos.

Using Personas

Personas help make demos relatable to the audience.
A persona should include goals, challenges, desires, and frustrations to create an emotional connection with the audience.
Example of a persona: Cindy Central, a field sales rep, responsible for developing and closing deals in her territory.

Key Elements of a Story

A good story has four key elements.
The story should have a main character (hero) who is relatable to the audience.
Position the customer as the hero, not the product or service.
The hero should face challenges that the audience can relate to on a human level.

The Role of the Helper

The helper should be the product or service being demoed.
The product or service should help the hero overcome challenges and achieve their goals.

Creating a Lasting Victory

The demo should show how the product or service leads to tangible outcomes and lasting benefits.
Highlight how the product or service creates a more consistent customer experience leading to happy customers.

The From-To Shift

The From-To Shift describes the growth and change the hero experiences on their journey.
The greater the change, the more impactful the story.
Leave the demo on a high note of transformation to inspire positive change.

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Description

Learning Objectives After completing this unit, you’ll be able to:

Discover the value of storytelling. Explain why personas are used in demos. Describe the four components of a compelling story.