Top 5 Tips for Successful Demos

** PLEASE HELP ME REACH 500 SUBSCRIPTIONS BY END OF THE YEAR **
Demos, demos, demos!
Whether in UI or CLI, you do agree that we have to get them right, we have to plan them and we must (absolutely must) show the value of what we're doing to the client.
In this talk, the ever-youthful John Care from Mastering Technical Sales (MTS) provides his top 5 demo tips (plus a bonus!)
More info in this description coming soon.
As always, thanks to John for doing this talk with me.
Also check out - MTS Top 5 Tips For Sales Engineers:
• Top 5 Tips for Sales E...
Mastering Technical Sales: The Sales Engineer's Handbook - full interview with John Care:
• Mastering Technical Sales
Notes To Fine Tune The Map:
1. For each chunk, estimate (or analyse from a practice session) the number of Minutes, Screens, and Clicks (M-S-C) within each chunk. Use your judgment about the ratios - if you have 16 screens in a 5-minute chunk or more than 2-3 clicks per minute - it's a busy demo! We spend a lot of time simplifying demos in our workshops.
2. For virtual webcasts - email the map beforehand to the customer contact and ask them to print it out for everyone.
3. For more ad-hoc face-to-face demos, draw the map on a whiteboard or poster board.
4. Do not confuse an agenda slide with the roadmap. The roadmap is more detailed.
5. When fortunate enough to have two projectors/screens demo on one and display the roadmap on the other - refer back to it repeatedly.
6. Further tip from Cloud Therapist: If you will be using mostly CLI for your demo (and this is often the case today, with Open Source and Cloud Native environments, make sure that you either package up your commands into a script (to shorten the time it takes to do something) or at the very least, reduce the number of aspects you should demo (think of what would be the most important for the customer to see) and always always, demonstrate the value of what you're doing, so that the customer can not only understand but also appreciate what you're saying and doing.
More info on MTS:
masteringtechn...
Mastering Technical Sales: The Sales Engineer's Handbook - book from Amazon (please note that this is the UK web site - you may need to change for your territory):
www.amazon.co....
Monthly Talking Points Newsletter:
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Music from Uppbeat (free for Creators!):
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Also check out my other talk with John Care on: "Top 5 Tips For Sales Engineers"
th-cam.com/video/cjTz-sBSLLI/w-d-xo.html