Participants at Great Demo! Workshops often note that they rarely have a chance to see one another deliver demos to customers – to see and hear how colleagues present, and manage questions and situational challenges – and that this cross-exposure is often one of the most interesting outputs from Workshops.
Here’s a simple (but surprisingly effective) recommendation: schedule to do at least one “ride-along” on another team member’s demo each quarter. Ride-alongs can be done face-to-face or, much less expensively, via a remote demo using WebEx, GoToMeeting, or similar tool. The folks who participate in these sessions should also schedule time for a mutual debrief discussion: “What do we do well; what could we have done better?”
Some presales managers also include this idea as a quarterly