framing sugar's value through demonstration
DESCRIPTION
Presented by Erin Fetsco at SugarCon 2011.TRANSCRIPT
©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
©2010 SugarCRM Inc. All rights reserved.7/27/2010
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
©2010 SugarCRM Inc. All rights reserved.7/27/2010
Illiteracy Assumption
©2010 SugarCRM Inc. All rights reserved.7/27/2010
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