framing sugar's value through demonstration

©2011 SugarCRM Inc. All rights reserved.

Erin FetskoPrincipal Sales Engineer, SugarCRM

Demo Skills

©2010 SugarCRM Inc. All rights reserved.7/27/2010

Demo Party Fouls

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Show up & Throw up

©2010 SugarCRM Inc. All rights reserved.7/27/2010

Coolest Feature...Ever!!!

©2010 SugarCRM Inc. All rights reserved.7/27/2010

Overselling

©2010 SugarCRM Inc. All rights reserved.7/27/2010

Keyboard Kung Fu

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Illiteracy Assumption

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Welcome to Training

©2010 SugarCRM Inc. All rights reserved.1/25/2010

Your demos shouldtell a story!

A good demo has a plot line where:

• the beginning frames the business issue

• the middle discusses the solution• the end showcases the moral of

the story: how the solution will make the client's life better

©2010 SugarCRM Inc. All rights reserved.7/27/2010

Maintain Situational Awareness

What's the objective?

Who's your audience?

©2010 SugarCRM Inc. All rights reserved.7/27/2010

Sell While You Demo

User Adoption

Business Intelligence

Why Sugar

• CRM required to increase revenue in 2011 (business issue)

• Currently don't understand where sales cycle stalls 

• Because they have no visibility into  pipeline (business problem)

• So you intend to show dashboards

©2011 SugarCRM Inc. All rights reserved.

Use what you know

©2011 SugarCRM Inc. All rights reserved.

Lead to Cash