Friday, September 19, 2008

Debilitating Demo Diseases - Blackberry Consumption

Blackberry Consumption

Symptoms: Sales rep sitting in the back of the room completely focused on his/her Blackberry; severely swollen thumbs; impaired ability to communicate in complete, grammatically-correct sentences.

Examples: Tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap-tap…– huh?

Cure: Actively engage in the demo presentation; choreograph the team members’ roles before the demo begins. For example, the sales rep’s role is to:

1. Perform the introductions and review the meeting objectives.
2. Present and review relevant Situation Slides and accompanying Illustrations.
3. Help to manage and capture “Good” (and “Stupid”) questions on a whiteboard, flipchart, or Word document.
4. Redirect audience attention away from the scene of the disaster after a software crash or severe bug.
5. Summarize when appropriate and/or inject pauses in the delivery.
6. Identify next steps and summarize the overall meeting.

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