Tuesday, April 27, 2010

“Demo Day” for Remote Demo Practice

In nearly every Great Demo! Workshop, participants ask for a session on best practices, tips and methods for delivering demos and presentations remotely, over the web, using tools such as GoToMeeting, WebEx, and Adobe Connect. While a few folks are skilled at using these tools, most of us simply start a remote session and present our demo and/or PowerPoint slides using very few of the available tools or techniques.

Given that people won’t try anything new in a live session with a real customer, here is a strategy to help yourself and your team become more effective at operating via the web: A Remote “Demo Day” session. Here’s the process I recommend:

1. Organize to have an internal expert present specific tips and operation of the web collaboration software you use, in a live, web delivery, so you can see the examples in action – and learn how they are done in your specific environment.

2. Next, have the team pair-up to explore and practice using the software’s specific tools and capabilities in one-on-one sessions. A 30 minute session is typically sufficient for each person to try out and practice using the tools (screen size/resolution, annotation tools, selective sharing, giving/taking control, whiteboard, private chat, etc.).

3. Finally, organize a 1 or 2-hour Remote Demo Day session where each team member presents a 6-8 minute demo or presentation to the balance of the group to practice and take feedback. Participants should be encouraged to use a range of tools in their demo/presentation.

These sessions can be done non-consecutively, but I would recommend completing them within a single week. At the end of this process, everyone should be comfortable and ready to use the tools in live remote meetings with prospects and customers.

1 comment:

Unknown said...

Excellent advice! What you suggest strikes me as something a sales team should do on a regular basis. Practice, practice, practice with that tough, tough peer group audience and become superior at understanding your product/service, using the tools and communicating value. - Todd