This months lead is the Demo GPS RoadMap. Ever had one of thise demos where the customer gets confused, perplexed and ultmately lost? All the questions are about where you are in the demo flow, what you just did and smaller technical details? There is a solution to that - the Demo RoadMap. Use one of these and your customer (onsite or virtual) will never get lost again!
Manager's Corner covers how to lead and motivate remote employees when you don't see them face-to-face every day. I apply the BEEP test that elite level athletes use for measuring their fitness to your management skills.
Ask John deals with Turning Soft Evidence into Hard Numbers during the Discovery process. We all have those situations when it's really hard to get quantifiable numbers for a ROI. Here's another way to try it. Book Of The Month is Marshall Goldsmith's Mojo - it's an OK book, but not at the top of my must-read list for Sales Engineers.
And don't forget to check out the MTS Demo Workshop class - if you want to apply best practices (no matter what your methodology is) to your demo/presentation/whiteboard for a particular solution - here's a way to do it.
Good Selling!
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