maximising sales impact through successful demo techniques ian palangio – microsoft australia

Maximising Sales Impact Through Successful Demo TechniquesIan Palangio – Microsoft Australia

Agenda

1) 1:1 Demonstrations

- Key in MSSP

2) Lecture Style Presentations

3) Slide Structure

4) Techniques for Success

5) Resources Available to You

Agenda

1)1:1 Demonstrations

- Key in MSSP


3) Slide Structure



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

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.

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

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


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!

Positioning Your DemoGetting Emotional Buy-in

ProofProofTactical BenefitTactical BenefitTactical PainTactical PainD

emo

Consequential

Pain

Consequential

Pain

Consequential

Benefit

Consequential

BenefitValueValue


The “DEMO”

Deliver Exactly Matching Opportunity

If you speak much, it makes you deaf to others

- Dhammavadaka

Demo flow

Agenda


- Key in MSSP


3) Slide Structure



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

Jade

A great “lecture” presentation from 5 years ago•Keeping the crowd alert•Having fun•Using an anchor

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….

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

Agenda


- Key in MSSP


3) Slide Structure


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

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

Agenda


- Key in MSSP


3) Slide Structure

4)Techniques for Success


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!

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

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)

Agenda


- Key in MSSP


3) Slide Structure


5)Resources Available to You

Technical Demonstration Toolkit (TDT)

Core content is updated on a regular basis and includes:

1. Sales Tools2. Technical Demonstrations

Sales Tools

• PowerPoint presentations• Case Studies• Whitepapers• Battlecards

Used to learn, prepare, and present the value of Microsoft's products and solutions to customers.

Technical Demonstrations (Demos)

• Videos• Walk Through Instructions and Scripts• Virtual Machines

– Sales Demonstrations– Hands-on Labs– Base images to build on

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

http://www.microsoft.com/partner

Conclusion

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

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


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.


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.


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.


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

• URL:• Gold Partners

– www.msptr.com

• ALL Partners– www.microsoft.com/partner

• Developers– www.microsoft.com/msdn

Readiness Resource Links:

maximising sales impact through successful demo techniques ian palangio – microsoft australia

Documents

demonstrations key

key business requirements

successresources available

web content management

records management

business situation

business data search

project management lite