DD Checkup 2: The Story of DemoDoctor Pt 2

Aug 07, 2020

Welcome to your Weekly Check-Up with DemoDoctor! 

In This Video:

In this video I share with you part 2 of the story of how DemoDoctor came to be and why it matters to your success in sales engineering. After what I believed was a stellar display of my knowledge at a conference, I realized afterward that it wasn't, in fact, as brilliant as I thought. After entering an elevator with a participant of my session, I asked him, "What did you think of my presentation?" His answer was less than what I expected. He shrugged his shoulders and said, "Honestly, Chris... I'm not sure if anyone in that room had any idea what you were talking about." Wow. That was a gut-check moment for me.

When I first got into the role of Sales Engineering, I thought I would be brilliant because I could talk and move a mouse at the same time.

What I discovered is that there's a lot more to the role of a sales engineer than being good in front of an audience.

When I first heard the term "Sale Process" I had no idea what the individual was talking about. The idea of "sale" and "process" being in the sentence was completely and totally foreign to me. There's a process to this thing called sales? I just thought we sort of showed up, said what we had to say, do what we need to do, and if we were smart enough and sounded intelligent enough and convincing enough, people bought.

Questions to Ask Yourself About Your Sales Process Habits:

What are my habits when it comes to MASTERING the sales process?

Call to Action/What to Do Next Week:

Begin to think about your Sales Process Habits:

Habit #1: Partner with your sales counterpart. First and foremost, we have to understand that we're in sales and accept that we're in sales and once we do, we need to accept that our sales counterparts are our partners. Sales is a team sport.

Habit #2: Probe into any quest for a demonstration or engagement. Probe with our sales counterparts and more specifically probe with the customer. It's all about technical discovery.

Habit #3: Prepare effectively and efficiently for the demonstrations and presentations that you give. A lot of time can be wasted preparing the wrong things. In many cases we focus on the wrong things, we focus too much on the product, the thing, and not enough on the story.

Habit #4: Practice your demos before you're in front of a customer and always practice telling the story. Click every click as I like to say. We want to make sure we avoid and mitigate or minimize the avoidable mistakes.

Habit #5: Perform. At the end of the day the spotlight is on us and there are very specific things that we need to say and do and frankly a number o things we should avoid saying and doing when we're in front of the customer. A lot of us in this role came from a postsales role or a postsales position. Postsales and presales are very different and when we're on stage, which I believe is what it is - a stage on which we are performing for our customer. There are very specific techniques and best practices we need to follow to get the technical win, which is our objective.

Habit #6: Perfect our craft. Perfect our demo. Perfect our approach. Perfect our relationship with our sales counterparts and just develop the habit of constant improvement.

Learn more at www.demodoctor.com and get a FREE chapter of my Amazon best seller!

Remember: People buy from people and the most effective sales engineers routinely develop healthy habits to consistently deliver winning demonstrations.

See you next week!