Testing Web Collaboration Tools – While Doing Discovery

Many sales teams find that their customers are (still) unfamiliar with web collaboration tools (e.g., WebEx, GoToMeeting) or have not tested the tool before a scheduled vendor demo – resulting in fumbling, lost time and (sometimes) having to reschedule demos.  In addition to the several other ideas already offered in this forum, here’s another (very clever) one:

One Great Demo! Workshop participant recently noted that he sets up a web session for his discovery calls.  In addition to having the session open and available for any discovery needs (e.g., Menu Approach, Workflow Analysis, etc.) this is a subtle way to test the technology before any demo is scheduled.  Very clever!