Chris White is the Owner and Managing Director of DemoDoctor, a consultancy focused on helping sales/pre-sales engineers give great demos. He wrote the book, The Six Habits of Highly Effective Sales Engineers, and joined us to focus on how to deliver great demos.
In this conversation with The Collaborator he shared his insights on providing great demos. The key points include:
1️⃣ Building a deep understanding of the customers needs and delivering the minimal viable demo (MVD) necessary to help them clearly understand how your business can help them win.
2️⃣ The importance of a great partnership between presales and sales teams, a collaboration that ensures both parties fully understand the business pains and deliver the information required for the prospect to understand that you can help them solve these challenges.
3️⃣ A reminder that presales engineers are in sales. While the role is technical in nature, the need to understand sales, business, and people is as important as it is to understand the technologies and solutions you sell.
Give a listen and remain curious.
And let us know, how do you want to help improve the Enablement profession?
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.