Sunday, August 29, 2010

Demo Calendar Madness

Many presales people find that they are often overscheduled with demos – I’ve heard numerous situations where demos are scheduled back-to-back. This can be particularly challenging for teams with highly transactional sales processes. Here’s some self-defense against Demo Calendar Madness (a horrifying affliction!):

Block your calendar with buffer time both before and after each demo.

[After you’ve said, “Duh…!”, allow me to continue…]

In my experience, sales people will hungrily consume all possible demo time from their presales counterparts. And any unoccupied calendar time is considered fair game. Sales folks often don’t know (or care) that the slot before their desired demo is a really tough two hour demo for one our your roughest prospects. They simply see the open slot – and grab it!

So, consider blocking 15-30 minutes ahead of any upcoming demo as your time to prepare – and another 15-30 minutes after each demo to debrief, decompress and restore your laptop/files/demo image to its normal pristine condition.

Your sanity will thank you for this…

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