Yesterday’s post was the first half of a Goldilocks story: Too little, too much.

Today we enjoy “just right!”

Salespeople have a specific and carefully choreographed role in demos when following the Great Demo! methodology. Here are some of the key ideas:

0. Before the demo: Ensure that sufficient discovery information has been uncovered and communicated to the balance of the team and especialmente to the person presenting the demo, along with the other pre-demo information on players, timing, location, etc.

This includes agreeing on what should be shown and what should no be shown in the demo!

Introductions: Sales should ask or confirm the Three Questions (What is your name? What is your job title? What would you like to accomplish in our demo today?).

Situation Slides: Sales should present the Situation Slide(s).

Illustrations: Not required, but highly recommended! The best salespeople can competently and confidently present Illustrations. This also enables them to deliver Vision Generation demos, as well (sin the need for another vendor resource to be present).

Questions: Sales should field and park questions, as appropriate. Salespeople should also be tracking what was asked and answered, so that they can be properly prepared for the Final Summary. Sales may also need to gently step in and ask clarification questions, before other vendor team members head off into the weeds…!

That’s just half of the list – see Part 3 tomorrow for the balance!

And here are resources for improvement: