Today we finish our Goldilocks story with the second half of “just right!”
Delivering demos should be perceived as a “team sport” when two or more people are involved on the vendor’s side. These players will typically include a salesperson (in ultimate control and with the ultimate responsibility for preparation and success of the demo) and one or more technical players, generally the person most likely to “drive” the software (presales, customer success, marketing).
Here’s the second half of the Role of Sales in Great Demos:
5. Business Value: Far too often, demo presenters discuss “what” their software does and elaborate on “how” it works but neglect to communicate “why” it is important – they miss communicating the business value. Sales needs to include this element idea in both interim and final summaries.
6. Rescues: Sales should be prepared to “rescue” the demo presenter, when needed (e.g., bugs, crashes, getting lost in the weeds, parking questions, etc.).
7. Intermediate Summaries: Sales should be ready to deliver summaries after each major “chunk,” if the demo presenter does not. Doing so also gives the presenter a breather!
8. Final Summary: The salesperson should deliver the final summary, including a review of the questions asked, answers provided, action items to be pursued (for both the vendor and the customer), and discussion of the Mutual Action Plan.
9. Follow Up: The salesperson needs to track on the action items and Mutual Action Plan steps, communicating with the prospect as well as the vendor team.
Discover, communicate, plan, prep, deliver, and follow up!
And here are resources for improvement:
- Situation Slides: A Swiss Army Knife for Sales and Presales
https://greatdemo.com/situation-slides-sales-and-presales-swiss-army-knife/
- Doing Discovery
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
- Illustrations
https://greatdemo.com/illustrations-doing-the-last-thing-first/
- Vision Generation Demos
Great Demo! Third Edition Chapter 11
https://www.amazon.com/dp/B0C9SNKC2Y/
- Managing Questions
https://greatdemo.com/the-elegant-art-of-managing-questions-and-time/
- Business Value
https://greatdemo.com/lets-talk-about-value-uncovering-the-delta/
- Storytelling
- All of the Above
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