Maximising Sales Impact Through Successful Demo Techniques

1. Maximising Sales Impact Through Successful Demo Techniques Ian Palangio – Microsoft Australia

2. Agenda 1:1 Demonstrations - Key in MSSP Lecture Style Presentations Slide Structure Techniques for Success Resources Available to You

3. Agenda 1:1 Demonstrations - Key in MSSP Lecture Style Presentations Slide Structure Techniques for Success Resources Available to You

4. Prospect Qualify Develop Solution Proof Close Deploy Support Sales Cycle Stage Demand Generation Probability 0% 10% 20% 40% 60% 80% 100% NA NA Key Success Factors  Vision Engineer vision Pain Uncover pain Power Access power Value Sell value Control Control process

6. 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.

7. KBRs CP CP Strategies Strategies CP CP TP TP Tactics Tactics Tactics Tactics TP TP TP What keeps the prospect from achieving their KBRs? CONSEQUENTIAL PAINS The impact of not relieving the tactical pains. TACTICAL PAINS Tasks, situations or processes that prevent them from achieving their Key Business Requirements.

8. Key Business Requirement Key Business Requirement Key Business Requirement Results Results Results Consequential Benefit Consequential Benefit Demo Demo Demo Demo WHO CARES? GO AWAY! WE DON’T BELIEVE YOU! SO WHAT? Tactical Pain Tactical Pain Tactical Benefit Positioning Your Demo Value Consequential Pain Proof Positioning Too Low Positioning Too High Key Business Requirement Value Consequential Pain Proof Tactical Benefit Leaving Out Benefits Leaving Out Pain

9. Key Business Requirement Results Value Consequential Pain Consequential Benefit Demo Proof Tactical Pain Tactical Benefit Positioning Your DemoGetting Emotional Buy-in

10. The “DEMO” Deliver Exactly Matching Opportunity If you speak much, it makes you deaf to others - Dhammavadaka

11. Demo flow

12. Agenda 1:1 Demonstrations - Key in MSSP Lecture Style Presentations Slide Structure Techniques for Success Resources Available to You

13. 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

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

15. 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….

16. Business Intelligence Collaboration Windows SharePoint Services Portal BusinessProcesses Content Management Search Office SharePoint Server 2007 Docs/tasks/calendars, blogs, wikis, e-mail integration, project management “lite”, Outlook integration, offline docs/lists Server-based Excel spreadsheets and data visualization, Report Center, BI Web Parts, KPIs/Dashboards Rich and Web forms based front-ends, LOB actions, pluggable SSO Enterprise Portal template, Site Directory, My Sites, social networking, privacy control Enterprise scalability, contextual relevance, rich people and business data search, Security Trimmed results Integrated document management, records management, and Web content management with policies and workflow

17. Agenda 1:1 Demonstrations - Key in MSSP Lecture Style Presentations Slide Structure Resources Available to You

18. 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

19. 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

21. Agenda 1:1 Demonstrations - Key in MSSP Lecture Style Presentations Slide Structure Techniques for Success Resources Available to You

22. 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!

23. 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

24. 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)

25. Agenda 1:1 Demonstrations - Key in MSSP Lecture Style Presentations Slide Structure Techniques for Success Resources Available to You

26. Technical Demonstration Toolkit (TDT) Core content is updated on a regular basis and includes: • Sales Tools • Technical Demonstrations

27. Sales Tools • PowerPoint presentations • Case Studies • Whitepapers • Battlecards Used to learn, prepare, and present the value of Microsoft's products and solutions to customers.

28. Technical Demonstrations (Demos) • Videos • Walk Through Instructions and Scripts • Virtual Machines • Sales Demonstrations • Hands-on Labs • Base images to build on

29. 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

30. Conclusion

31. Partner Readiness Roadmap

32. Readiness Framework • Business & Technical Readiness Workshops SERVICE & SUPPORT CREATE DEMAND PLAN & RECRUIT SELL SELL ENABLE Value Proposition Sales Scenarios Technical Deep Dive Solution Sales Technical Readiness Business Readiness Sales Readiness

33. Partner Readiness Schedule

34. Partner Readiness Schedule continued

35. Readiness Resource Links: • URL: • Gold Partners • www.msptr.com • ALL Partners • www.microsoft.com/partner • Developers • www.microsoft.com/msdn