Friday, November 17, 2017

Friday Funnies - Sales Kickoff Infrastructure Set-Up List

[Provided by a Great Demo! customer, with a few adds/edits from me…]

I've been to a few of these things and I think the list of requirements is pretty well defined:

  • A fully saturated insecure hotel guest wifi that almost reaches the middle of the room
  • One power outlet per 50 people, located at the sides of the room next to trash cans
  • Round tables so that 1/3 of the audience has to spin around in their chairs to see
  • Projector with 640 x 400 resolution at 50 lumens (~5 candlepower)
  • An ancient 90' VGA cable that has been taped down to provide 3" of slack at the podium but enough weight to drag a laptop off the side
  • Power and projector cables that run from behind the screen directly in the path of the presenter (two at least, please), snaking out from underneath the screen tripod legs suitably oriented to trip the presenter as he/she moves in front of the screen
  • A 200GB pre-configured VM that should be "downloaded before you show up" but is only linked in the morning of the travel day
  • 135 slides per each 45-minute slot, with the marketing ones at the front of the deck (mandatory)
  • Podium (only) for presenting, with enough room for a laptop, but not a mouse – matched with a stool designed for some other purpose (too high or too low)
  • Room lighting that washes out the screen
  • AC system with two modes (way too hot; way too cold)
  • Speaker system carefully positioned to provide maximum feedback “squeal” if the presenter moves more than 7 mm from the podium…

And, of course, the overall agenda needs to be over-packed with back-to-back PPT-based presentations running over-time…
Followed by the bus trip to the “surprise” team-building event…
That takes place in Orlando…


Any to add?

Monday, November 13, 2017

Upcoming Webinar: “How to Have More Effective Discovery Conversations That Lead to Winning Software Demos”

Join us on Wednesday November 29 at 11:00am ET/ 8:00am PT, 4:00pm GMT, where I will join a panel discussion with demo experts and coaches to explore key elements of Discovery:

Topics include:

  • What is the difference between Discovery and Qualification (and why is that important)?
  • What does having an “effective Discovery conversation” even mean – how much Discovery is enough?
  • Why delivering a demo without having an effective Discovery conversation typically leads to disappointment or No Decision (even though this is often status quo in many companies!)
  • How to handle “Can you just give me a demo?”
  • Discovery questions you can start asking to lead to more successful demos
  • How to implement a structured approach to doing Discovery
  • How to coach your team (and yourself) to run better Discovery conversations


Click here to register your place today!

Thursday, October 26, 2017

An Unexpected Use of The Menu Approach: Before Dessert

For those familiar with the Menu Approach, you know that it is a terrific “self-rescue” technique for dealing with situations where you don’t know enough about your audience, and your audience is unfamiliar with your offerings.  Using the Menu shows the customer see what is possible and enables him/her to choose what is most interesting – this is the typical use – and it is synonymous to how menus in restaurants are used.

However, once a demo for one set of Specific Capabilities is complete, you can use a Menu in a similar fashion to how waiters in nice restaurants present a Dessert Menu – to enable customers to see what else sounds interesting…  In other words, once the customer is satisfied that their initial needs and problems can be addressed, offering the “Dessert Menu” is a wonderful way to introduce solutions to other potential problems – a terrific way to accomplish Vision Expansion.


For those of you unfamiliar with the Menu Approach or would like a refresher, you can find an article on it here.