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Do you believe in the transformative power of your products and services? Are you driven to succeed and be part of a target-crushing team? Envision yourself basking on a beach during your next incentive trip. To turn this vision into reality, you work diligently at every stage of your sales engagements — building compelling presentations, creating captivating product demonstrations, and crafting winning proposals.
Yet, you may find it perplexing why engagement remains elusive. Why are prospects not showing up for your webinars? Why do they seem disengaged on their phones during your conference speeches? Where are the enthusiastic nods during your excellent presentations? And why, ultimately, aren't they signing off on your remarkably enticing proposals?
The Octalysis Framework
Recently, I discovered the Octalysis Framework, a powerful tool that could be the missing piece to increase the engagement we all desire!
Yu-kai Chou is recognized as one of the pioneers of Gamification, the application of game elements (e.g., point keeping) to other activities. Chou has identified eight core drivers that motivate people to become more engaged. These core drivers are:
- Epic Meaning & Calling
- Development & Accomplishment
- Empowerment of Creativity & Feedback
- Ownership & Possession
- Social Influence & Relatedness
- Scarcity & Impatience
- Unpredictability & Curiosity
- Loss & Avoidance
Applying the Octalysis Framework to PreSales
You might be wondering how this framework applies to PreSales.
Consider the possibility of thoughtfully incorporating the following core drivers into your PreSales activities to enhance engagement.
Epic Meaning & Calling
When you engage with a prospect, you must:
- Understand the purpose and mission of their organization or division
- Weave their most valued aspects throughout your presentation and proposal
- Identify what matters most to individuals and emphasize these elements
Another way to harness epic meaning is to showcase your organization's purpose and its profound impact on transforming your industry and the world. You could craft a compelling narrative illustrating how your organization builds schools, preserves the rainforests, or provides shoes to those in need to give your audience reason to believe your organization is worth their attention and engagement.
Development & Accomplishment
Those you engage with want assurance that using your product will advance their careers. You could highlight how your solution can make them heroes within their organizations and emphasize the skills they will acquire. In an era of growing concerns about AI's influence on career prospects, you need to emphasize how your product can equip them with sought-after skills.
Empowerment of Creativity & Feedback
Exploring innovative methods to generate feedback and encourage active participation. You can consider incorporating interactive quizzes, rewarding the best question with prizes, or starting with engaging icebreakers, among other options.
Ownership & Possession
It's crucial to ensure that prospects and your audience take ownership of the concept or project as early as possible. Can you encourage them to invest not only financially but also with their time and energy? You need to explore opportunities to run workshops that generate immediate value. Provide them pilot projects to undertake or collaborate with your champion to create a customized demo that they can be proud of.
Social Influence & Relatedness
People want to be part of something significant and aspire to elevate their status. You must make your prospects feel that by using your product, they'll join the ranks of top organizations. You could emphasize the potential for speaking engagements worldwide and highlight the community they'll be part of, presenting an opportunity for personal growth and advancement for both themselves and their organizations.
Scarcity & Impatience
We all experience the fear of missing out (FOMO). How about thinking creatively about employing clever, limited-time offers to drive action and urgency among prospects?
Once you have painted a vivid picture of the results achievable through your product or service, incorporate an accelerated implementation approach. Cultivate impatience among your prospects, igniting their desire to acquire and utilize your product promptly.
Unpredictability & Curiosity
It's important to infuse variety into your sessions to maintain engagement. You could consider incorporating videos, offering small prizes for thought-provoking questions, or any element that keeps the audience intrigued about what comes next.
To pique curiosity, introduce something at the beginning of the session to disclose or unravel at the end. You can begin with an attention-grabbing quote, question, or statistic to captivate their interest from the outset.
Loss & Avoidance
Tony Robbins said, "Change happens when the pain of staying the same is greater than the pain of change."
In PreSales, our objective is to convince prospects that change is necessary. You need to leave them with no doubt that failing to act — and act promptly — would be a significant mistake for both them and their organization.
Give it a Try
None of these core drivers are new to you, and I am certain that you already employ several of them. Will you challenge yourself to incorporate as many of the eight drivers as possible in your next keynote, presentation, demonstration, workshop, or proposal?
I am confident that by doing so, you'll generate the engagement we all strive for!
Click here to learn more about the Octalysis Framework and embark on your journey of experimentation.
About Lance Peppler
Lance has worked in pre-sales for over 20 years with 14 of them at Oracle as a Customer Experience Sales Engineer. He has a love for exponential technologies, exponential growth and enabling frameworks like the Octalysis Framework.
Do you believe in the transformative power of your products and services? Are you driven to succeed and be part of a target-crushing team? Envision yourself basking on a beach during your next incentive trip. To turn this vision into reality, you work diligently at every stage of your sales engagements — building compelling presentations, creating captivating product demonstrations, and crafting winning proposals.
Yet, you may find it perplexing why engagement remains elusive. Why are prospects not showing up for your webinars? Why do they seem disengaged on their phones during your conference speeches? Where are the enthusiastic nods during your excellent presentations? And why, ultimately, aren't they signing off on your remarkably enticing proposals?
The Octalysis Framework
Recently, I discovered the Octalysis Framework, a powerful tool that could be the missing piece to increase the engagement we all desire!
Yu-kai Chou is recognized as one of the pioneers of Gamification, the application of game elements (e.g., point keeping) to other activities. Chou has identified eight core drivers that motivate people to become more engaged. These core drivers are:
- Epic Meaning & Calling
- Development & Accomplishment
- Empowerment of Creativity & Feedback
- Ownership & Possession
- Social Influence & Relatedness
- Scarcity & Impatience
- Unpredictability & Curiosity
- Loss & Avoidance
Applying the Octalysis Framework to PreSales
You might be wondering how this framework applies to PreSales.
Consider the possibility of thoughtfully incorporating the following core drivers into your PreSales activities to enhance engagement.
Epic Meaning & Calling
When you engage with a prospect, you must:
- Understand the purpose and mission of their organization or division
- Weave their most valued aspects throughout your presentation and proposal
- Identify what matters most to individuals and emphasize these elements
Another way to harness epic meaning is to showcase your organization's purpose and its profound impact on transforming your industry and the world. You could craft a compelling narrative illustrating how your organization builds schools, preserves the rainforests, or provides shoes to those in need to give your audience reason to believe your organization is worth their attention and engagement.
Development & Accomplishment
Those you engage with want assurance that using your product will advance their careers. You could highlight how your solution can make them heroes within their organizations and emphasize the skills they will acquire. In an era of growing concerns about AI's influence on career prospects, you need to emphasize how your product can equip them with sought-after skills.
Empowerment of Creativity & Feedback
Exploring innovative methods to generate feedback and encourage active participation. You can consider incorporating interactive quizzes, rewarding the best question with prizes, or starting with engaging icebreakers, among other options.
Ownership & Possession
It's crucial to ensure that prospects and your audience take ownership of the concept or project as early as possible. Can you encourage them to invest not only financially but also with their time and energy? You need to explore opportunities to run workshops that generate immediate value. Provide them pilot projects to undertake or collaborate with your champion to create a customized demo that they can be proud of.
Social Influence & Relatedness
People want to be part of something significant and aspire to elevate their status. You must make your prospects feel that by using your product, they'll join the ranks of top organizations. You could emphasize the potential for speaking engagements worldwide and highlight the community they'll be part of, presenting an opportunity for personal growth and advancement for both themselves and their organizations.
Scarcity & Impatience
We all experience the fear of missing out (FOMO). How about thinking creatively about employing clever, limited-time offers to drive action and urgency among prospects?
Once you have painted a vivid picture of the results achievable through your product or service, incorporate an accelerated implementation approach. Cultivate impatience among your prospects, igniting their desire to acquire and utilize your product promptly.
Unpredictability & Curiosity
It's important to infuse variety into your sessions to maintain engagement. You could consider incorporating videos, offering small prizes for thought-provoking questions, or any element that keeps the audience intrigued about what comes next.
To pique curiosity, introduce something at the beginning of the session to disclose or unravel at the end. You can begin with an attention-grabbing quote, question, or statistic to captivate their interest from the outset.
Loss & Avoidance
Tony Robbins said, "Change happens when the pain of staying the same is greater than the pain of change."
In PreSales, our objective is to convince prospects that change is necessary. You need to leave them with no doubt that failing to act — and act promptly — would be a significant mistake for both them and their organization.
Give it a Try
None of these core drivers are new to you, and I am certain that you already employ several of them. Will you challenge yourself to incorporate as many of the eight drivers as possible in your next keynote, presentation, demonstration, workshop, or proposal?
I am confident that by doing so, you'll generate the engagement we all strive for!
Click here to learn more about the Octalysis Framework and embark on your journey of experimentation.
About Lance Peppler
Lance has worked in pre-sales for over 20 years with 14 of them at Oracle as a Customer Experience Sales Engineer. He has a love for exponential technologies, exponential growth and enabling frameworks like the Octalysis Framework.
Do you believe in the transformative power of your products and services? Are you driven to succeed and be part of a target-crushing team? Envision yourself basking on a beach during your next incentive trip. To turn this vision into reality, you work diligently at every stage of your sales engagements — building compelling presentations, creating captivating product demonstrations, and crafting winning proposals.
Yet, you may find it perplexing why engagement remains elusive. Why are prospects not showing up for your webinars? Why do they seem disengaged on their phones during your conference speeches? Where are the enthusiastic nods during your excellent presentations? And why, ultimately, aren't they signing off on your remarkably enticing proposals?
The Octalysis Framework
Recently, I discovered the Octalysis Framework, a powerful tool that could be the missing piece to increase the engagement we all desire!
Yu-kai Chou is recognized as one of the pioneers of Gamification, the application of game elements (e.g., point keeping) to other activities. Chou has identified eight core drivers that motivate people to become more engaged. These core drivers are:
- Epic Meaning & Calling
- Development & Accomplishment
- Empowerment of Creativity & Feedback
- Ownership & Possession
- Social Influence & Relatedness
- Scarcity & Impatience
- Unpredictability & Curiosity
- Loss & Avoidance
Applying the Octalysis Framework to PreSales
You might be wondering how this framework applies to PreSales.
Consider the possibility of thoughtfully incorporating the following core drivers into your PreSales activities to enhance engagement.
Epic Meaning & Calling
When you engage with a prospect, you must:
- Understand the purpose and mission of their organization or division
- Weave their most valued aspects throughout your presentation and proposal
- Identify what matters most to individuals and emphasize these elements
Another way to harness epic meaning is to showcase your organization's purpose and its profound impact on transforming your industry and the world. You could craft a compelling narrative illustrating how your organization builds schools, preserves the rainforests, or provides shoes to those in need to give your audience reason to believe your organization is worth their attention and engagement.
Development & Accomplishment
Those you engage with want assurance that using your product will advance their careers. You could highlight how your solution can make them heroes within their organizations and emphasize the skills they will acquire. In an era of growing concerns about AI's influence on career prospects, you need to emphasize how your product can equip them with sought-after skills.
Empowerment of Creativity & Feedback
Exploring innovative methods to generate feedback and encourage active participation. You can consider incorporating interactive quizzes, rewarding the best question with prizes, or starting with engaging icebreakers, among other options.
Ownership & Possession
It's crucial to ensure that prospects and your audience take ownership of the concept or project as early as possible. Can you encourage them to invest not only financially but also with their time and energy? You need to explore opportunities to run workshops that generate immediate value. Provide them pilot projects to undertake or collaborate with your champion to create a customized demo that they can be proud of.
Social Influence & Relatedness
People want to be part of something significant and aspire to elevate their status. You must make your prospects feel that by using your product, they'll join the ranks of top organizations. You could emphasize the potential for speaking engagements worldwide and highlight the community they'll be part of, presenting an opportunity for personal growth and advancement for both themselves and their organizations.
Scarcity & Impatience
We all experience the fear of missing out (FOMO). How about thinking creatively about employing clever, limited-time offers to drive action and urgency among prospects?
Once you have painted a vivid picture of the results achievable through your product or service, incorporate an accelerated implementation approach. Cultivate impatience among your prospects, igniting their desire to acquire and utilize your product promptly.
Unpredictability & Curiosity
It's important to infuse variety into your sessions to maintain engagement. You could consider incorporating videos, offering small prizes for thought-provoking questions, or any element that keeps the audience intrigued about what comes next.
To pique curiosity, introduce something at the beginning of the session to disclose or unravel at the end. You can begin with an attention-grabbing quote, question, or statistic to captivate their interest from the outset.
Loss & Avoidance
Tony Robbins said, "Change happens when the pain of staying the same is greater than the pain of change."
In PreSales, our objective is to convince prospects that change is necessary. You need to leave them with no doubt that failing to act — and act promptly — would be a significant mistake for both them and their organization.
Give it a Try
None of these core drivers are new to you, and I am certain that you already employ several of them. Will you challenge yourself to incorporate as many of the eight drivers as possible in your next keynote, presentation, demonstration, workshop, or proposal?
I am confident that by doing so, you'll generate the engagement we all strive for!
Click here to learn more about the Octalysis Framework and embark on your journey of experimentation.
About Lance Peppler
Lance has worked in pre-sales for over 20 years with 14 of them at Oracle as a Customer Experience Sales Engineer. He has a love for exponential technologies, exponential growth and enabling frameworks like the Octalysis Framework.
