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Maximising Sales Impact Through Successful Demo TechniquesIan Palangio – Microsoft Australia
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Agenda
1) 1:1 Demonstrations
- Key in MSSP
2) Lecture Style Presentations
3) Slide Structure
4) Techniques for Success
5) Resources Available to You
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Agenda
1)1:1 Demonstrations
- Key in MSSP
2) Lecture Style Presentations
3) Slide Structure
4) Techniques for Success
5) Resources Available to You
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Probability
Sales Cycle Stage
DevelopQualifyProspectDemandGeneration
Solution Proof Close SupportDeploy
0%NA NA80%60%40%20%10% 100%
PainUncover pain
PowerAccess power
VisionEngineer vision
ValueSell value
ControlControl process
Key Success Factors
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Core Belief
Even though we demo and sell the same things over and over, the business situation and needs are different for each organisation.
Key is that we need to understand cause and effect relationships within the client organisation.
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KBRsKBRs
StrategiesStrategiesStrategiesStrategies StrategiesStrategiesStrategiesStrategies
TacticsTacticsTacticsTacticsTacticsTacticsTacticsTacticsTacticsTacticsTacticsTactics TacticsTacticsTacticsTacticsTPTP TPTP
CONSEQUENTIAL PAINS
The impact of not relieving the tactical pains.
CPCP
CPCPCPCP
CPCP
TACTICAL PAINSTasks, situations or
processes that prevent them from
achieving their Key Business Requirements.
What keeps the prospect from achieving their KBRs?
TPTP
TPTP
TPTP
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ResultsKey Business Requirement
Positioning Your Demo
ProofProofTactical BenefitTactical Pain
Dem
o
Tactical Pain
Dem
o
Consequential
Pain
Key Business Requirement
Dem
o
Consequential
Pain
Consequential
Benefit ValueValue
Key Business Requirement Results
ProofProofTactical Benefit
Dem
o
Consequential
Benefit ValueValue
Key Business Requirement Results
Positioning Too Low Positioning Too High
Leaving Out Benefits Leaving Out Pain
SO WHAT?
WHO CARES?
GO AWAY!
WE DON’TWE DON’TBELIEVE YOU!BELIEVE YOU!
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Positioning Your DemoGetting Emotional Buy-in
ProofProofTactical BenefitTactical BenefitTactical PainTactical PainD
emo
Consequential
Pain
Consequential
Pain
Consequential
Benefit
Consequential
BenefitValueValue
Key Business Requirement Results
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The “DEMO”
Deliver Exactly Matching Opportunity
If you speak much, it makes you deaf to others
- Dhammavadaka
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Demo flow
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Agenda
1) 1:1 Demonstrations
- Key in MSSP
2) Lecture Style Presentations
3) Slide Structure
4) Techniques for Success
5) Resources Available to You
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How Humans Learn?
• Humans do not learn like VCR’s• We reduce information into small
meaningful chunks– We then fit these chunks into categories we
already understand, or create new categories
• Telling a story helps the audience reduce it to manageable chunks
• Dr. Karl Kruszelnicki is a master of incorporating stories around his facts
• Make your Demo a story
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Jade
A great “lecture” presentation from 5 years ago•Keeping the crowd alert•Having fun•Using an anchor
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How to mix it up!
• Adults only have an attention span of 15 minutes – so mix it up
• Interject illustrations, activities and discussion regularly
• Make the environment a social one, not one where people can hide out passively
• How I “lecture” on SharePoint….
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Office SharePoint Server Office SharePoint Server 20072007
Docs/tasks/calendars, blogs, wikis, e-mail integration, project
management “lite”, Outlook integration,
offline docs/lists
Enterprise Portal template, Site
Directory, My Sites, social networking,
privacy control
Enterprise scalability,contextual relevance, rich
people and business data search, Security Trimmed results
Rich and Web forms based front-ends, LOB actions, pluggable SSO
Server-based Excel spreadsheets and data visualization, Report Center, BI Web Parts, KPIs/Dashboards
Integrated document management, records management, and Web content management with policies and workflow
Collaboration
Portal
SearchContent
Management
BusinessProcesses
BusinessIntelligenc
e
WindowsSharePointServices
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Agenda
1) 1:1 Demonstrations
- Key in MSSP
2) Lecture Style Presentations
3) Slide Structure
4) Resources Available to You
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www.presentationzen.com
• Presentation Zen: • PowerPoint slides with bullets -
conventional, safe, easy and expected.• Doing something different requires a lot
more effort, but the impact can be huge on the day, and into the long term
• Simple, elegant slides are not easy or simple to achieve
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Top Slide Tip
Q: How much Text should be on the slides?
A: As little as possible!
•Make “send me the .ppt” impossible•The slides are there to supplement the speaker•Keep it Simple - Limit Bullets and Text•Have prepared handouts to distribute
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Agenda
1) 1:1 Demonstrations
- Key in MSSP
2) Lecture Style Presentations
3) Slide Structure
4)Techniques for Success
5) Resources Available to You
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Keys to Successful Demos
• Keep the Demo Gods happy!• Read Presentation Zen• Pre-record your presentation using Audio
and Video• Send your recordings to peers for review
and feedback. • Seek feedback after every presentation• Make the demo a story, not dry technical
detail• Presentation skills course!
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Thoughts…
• Present often• Work hard on making it simple and easy• Use a clear presentation Structure• Use multiple presenters• In case things go wrong…. have a backup
– Presenter– Computer
• Provide time and gaps for discussion/questions
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Tricks of the trade
• Bring your own projector that you know works
• Be your own Roadie – power bars, extension cords, VGA cables, Gaff Tape
• No admin in front of customer:– Preload and warmup VPC’s– Preload your slides– Practice all your steps for the presentation (if
you never use hibernate on your laptop, don’t do it for the first time going to the demo)
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Agenda
1) 1:1 Demonstrations
- Key in MSSP
2) Lecture Style Presentations
3) Slide Structure
4) Techniques for Success
5)Resources Available to You
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Technical Demonstration Toolkit (TDT)
Core content is updated on a regular basis and includes:
1. Sales Tools2. Technical Demonstrations
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Sales Tools
• PowerPoint presentations• Case Studies• Whitepapers• Battlecards
Used to learn, prepare, and present the value of Microsoft's products and solutions to customers.
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Technical Demonstrations (Demos)
• Videos• Walk Through Instructions and Scripts• Virtual Machines
– Sales Demonstrations– Hands-on Labs– Base images to build on
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Partner Demo Resources
• www.microsoft.com/partner – Partner Portal includes:
• Telephone Pre-Sales Technical Support• Online training for the products to assist with
knowledge for the demos
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Conclusion
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© 2005 Microsoft Corporation
Partner Readiness
Roadmap
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Value
Proposition
Sales
Scenarios
Technical
Deep DiveSolution
Sales
Readiness Framework
• Business & Technical Readiness Workshops
PLAN &PLAN &RECRUITRECRUITPLAN &PLAN &
RECRUITRECRUIT ENABLEENABLEENABLEENABLE CREATECREATEDEMANDDEMANDCREATECREATEDEMANDDEMAND
SERVICE & SERVICE & SUPPORTSUPPORT
SERVICE & SERVICE & SUPPORTSUPPORT
SELLSELLSELLSELLSELLSELLSELLSELL
Business Readiness Sales Readiness Technical Readiness
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Partner Readiness ScheduleReadiness & Training : FY 2007 H1Sept – Oct 2006 Description Partner Audience
Infrastructure Optimization - Business Readiness Workshops - 1 Day Workshop microsoft.com.au/partner/training
In-depth Workshop on generating demand by addressing specific business needs. Includes value propositions, overcoming customer resistance and solutions based business value messages
MD/MS Account Mgr, Alliance Mgr, Business Development Mgr, Account Mgr, Pre Sales Consultant
Infrastructure Optimization (Core Infrastructure & Business Productivity) - 2 Day Technical Deep Dive per IO microsoft.com.au/partner/training
This deep dive 2 day Technical W'shop enables you to engage with your Customers specifically on how Microsoft Infrastructure technology can be optimally deployed and utilized, thus addressing technical issues, reducing IT costs and adding value to end users.
Technical Consultant, Developers
BizTalk 2006 - 2 Day Deep Dive microsoft.com.au/partner/training
Learn about the new features of the upcoming BizTalk Server 2006 release (and beyond); new solutions for implementing Microsoft based workflow solutions and about taking Web services to the next level with the WCF framework
Technical Consultant, Developers
Small Business Specialist - First Server Right Server: Half Day Sales, Marketing and Technical Session microsoft.com.au/partner/training
Part 1 - Technical deep dive on R2 and Part 2: Based around the Small Business Technology Assessments, in this workshop, we will run through different sales and marketing techniques and resources that will help you drive new opportunities and attract customers for your business.
Technical, Sales, Marketing
Desktop Deployment and Application Compatibility: 3 Day Training microsoft.com.au/partner/training
This Specialization identifies you as a Microsoft premier partner with deep expertise in Windows Desktop deployment. Also forms the knowledge base for you to participate in other partner readiness programs for Windows Vista and future versions of our operating system.
Technical Consultant, Developers
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Partner Readiness Schedule continuedReadiness & Training : FY 2007 H1Oct – Nov 2006 Description Partner Audience
Office, Vista & Exchange - 2 Day Technical Workshop per Product microsoft.com.au/partner/training
The launch of Office, Vista and Exchange is Microsoft's most innovative in over a decade and it is backed with unprecedented spend to create customer demand. In attending this training you will be able to provide, specific to product, Technical expertise to your customers.
Technical Consultant, Developers
Core Infrastructure Optimization - 3 hour (Breakfast) Session microsoft.com.au/partner/training
The focus of this is to enable Partners to better understand the Core Infrastructure Optimization Model - from a Business and Pre-Sales perspective. Further explores the messaging pillars, elements of CIO and provides information on business value proposition and benefits.
MD/MS Account Mgr, Alliance Mgr, Business Development Mgr, Account Mgr, Pre Sales Consultant
Security 2-3 Day Technical Workshop microsoft.com.au/partner/training
Leverage your skills and investment by attending this Training. Learn how to provide a comprehensive Security solution that enhances Infrastructure robustness.
Technical Consultant, Developers
Additional Support microsoft.com.au/partner/training
Access to:- Online Knowledge Centre and Product Download ; Web casts; National Road shows and Tech Ed - Australia 2006.
All
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• URL:• Gold Partners
– www.msptr.com
• ALL Partners– www.microsoft.com/partner
• Developers– www.microsoft.com/msdn
Readiness Resource Links:
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