Comments on: 7 Tips for a Killer Demo http://www.techdemoguy.com/2009/06/7-tips-for-a-killer-demo/ Making the Technical Sale Thu, 20 May 2010 21:06:05 +0000 hourly 1 By: John McKenney http://www.techdemoguy.com/2009/06/7-tips-for-a-killer-demo/comment-page-1/#comment-140 John McKenney Tue, 07 Jul 2009 11:59:35 +0000 http://www.techdemoguy.com/?p=148#comment-140 Be yourself, nobody wants to hear a scripted demo, roll with the punches. I have been demo'ing ECM for over 7 years and being able to perform a demo that does not have a rehearsed path works best. Also, know what you are showing, too often I have witnessed demos where the person presenting has limited knowledge on the subject and cannot answer questions not originally planned for. Be yourself, nobody wants to hear a scripted demo, roll with the punches. I have been demo'ing ECM for over 7 years and being able to perform a demo that does not have a rehearsed path works best. Also, know what you are showing, too often I have witnessed demos where the person presenting has limited knowledge on the subject and cannot answer questions not originally planned for.

]]> By: dsohigian http://www.techdemoguy.com/2009/06/7-tips-for-a-killer-demo/comment-page-1/#comment-121 dsohigian Tue, 30 Jun 2009 15:36:08 +0000 http://www.techdemoguy.com/?p=148#comment-121 @Scott - great additions! @Scott – great additions!

]]> By: Scott Peters http://www.techdemoguy.com/2009/06/7-tips-for-a-killer-demo/comment-page-1/#comment-120 Scott Peters Tue, 30 Jun 2009 14:45:55 +0000 http://www.techdemoguy.com/?p=148#comment-120 Dave, These are great tips. I would add two more that were the first things I learned when getting into technical sales, and a third that I learned as I developed as a resource. 1. Provide Context - Does everyone in the room have a clear vision of how the solution you are presenting will affect their lives? Specifically the main ideas you want them to take away from your presentation. 2. Know your data. Nothing will undermine your credibility faster than going to screens that don't work, or data that is not appropriate in building to your take aways. 3. Discovery. Any opportunity you can get to meet with the client to understand their specific issues and business processes, will accelerate your sales cycle. Doing generic demos can be effective. Speaking specifically to the issues of the prospect, using the names of the process owners and even using their data is a fantastic way to build a great demo Dave,

These are great tips. I would add two more that were the first things I learned when getting into technical sales, and a third that I learned as I developed as a resource.

1. Provide Context – Does everyone in the room have a clear vision of how the solution you are presenting will affect their lives? Specifically the main ideas you want them to take away from your presentation.

2. Know your data. Nothing will undermine your credibility faster than going to screens that don't work, or data that is not appropriate in building to your take aways.

3. Discovery. Any opportunity you can get to meet with the client to understand their specific issues and business processes, will accelerate your sales cycle. Doing generic demos can be effective. Speaking specifically to the issues of the prospect, using the names of the process owners and even using their data is a fantastic way to build a great demo

]]> By: Bill Kernoczy http://www.techdemoguy.com/2009/06/7-tips-for-a-killer-demo/comment-page-1/#comment-117 Bill Kernoczy Wed, 24 Jun 2009 23:54:12 +0000 http://www.techdemoguy.com/?p=148#comment-117 Hi Dave i agree with you about feature dumps - theyr'e a great way to send your audience to sleep. A day in the life, stories and demos are far more preferable Cheers Bill Hi Dave
i agree with you about feature dumps – theyr'e a great way to send your audience to sleep.
A day in the life, stories and demos are far more preferable
Cheers
Bill

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