For some reason, I have suddenly been getting a string of inquiries as to whether Webinar Success can help companies improve their sales demos delivered via web conference. This surprises me a bit, as I figured my business would naturally gravitate towards public marketing and lead generation webinars. But I'm happy to help out with sales presentation web conferences. Who am I to ignore a market demand?
The companies with these inquiries tend to be software vendors who want to show off their applications to sales prospects. Sometimes they just take their audience through the software and leave it at that. Sometimes they add PowerPoint slides. I'm very familiar with the routine, as I created and delivered software demonstrations via web conference when I was a product marketing manager for a software company.
My primary assistance in these situations is twofold:
First I make sure the content and flow of the demo is clear, concise, and effective. Many companies make the mistake of treating a sales demo as a training session. Your prospect should not emerge from your sales demo certified in operation of every aspect of your software. He or she should be enthusiastic and convinced of the soundness and usability of your product, along with its value and benefits to his business. I like to create a "storyboard" with a very specific set of functions to show off in a set order, along with an associated benefit point to mention for each.
Then I concentrate on the delivery style of the presenters. This is an extended version of the same presenter coaching I do for public event speakers. Tone is much more conversational in a small group demo, but persuasiveness and enthusiasm are vitally important. There are also many things to think about in running your software for a remote audience. I help presenters interact with the software with the audience in mind, so that vital information is not lost and so they are not distracted during the demo.
If requested, I can also work with the materials surrounding the demo, from meeting invitation templates to slide editing to handouts and leave-behind documents. I remain flexible to accommodate the specific needs of each client.
My most recent sales demo client was Centrieva, a company that relies on web conferencing to demonstrate its WEAVEonline assessment management software for higher education. I worked with their presenters to refine both the content and the style of their sales demos.
If the current trend keeps up, I'm going to have to add a new section to the Webinar Success website to focus on this service offering. But in the meantime, you now know there is a resource available if you need it!
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