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Alec Clews
Alec Clews

Presentation to Open Source Industry Association Australia (Oct 2008) on creating a value based sales demonstration. Feedback wanted.

NegóciosTecnologia
1 de 31
Building a Business Value Demo ,[object Object],[object Object],[object Object],[object Object]
 
Talking about ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What we are NOT going to talk about ,[object Object],[object Object],[object Object]
This is no magic wand ,[object Object],[object Object],[object Object]
Why do we do it? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem No 1 ,[object Object],[object Object],[object Object],[object Object]
Be specific about the value ,[object Object],[object Object],[object Object]
Problem No 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
What is value? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Show the Value Early ,[object Object],[object Object],[object Object],[object Object],[object Object]
Have a structured demo plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem no 3 “Nerd in the Room” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem no 4 “It's FAB baby!” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Example of FAB ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
We need to show Pain and Value e.g. ,[object Object],[object Object],[object Object],[object Object]
The demo ,[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],© 2008 Digital Business Group Pty Ltd
Problem 4 Leading ourselves astray ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Demo should be like an onion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Traps and Pitfalls ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem 5: Having no hard edges ,[object Object],[object Object],[object Object],[object Object],[object Object]
Tips and Tricks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tips and Tricks 2 ,[object Object],[object Object],[object Object],[object Object],[object Object]
Demo as a slide show ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key Takeaways ,[object Object],[object Object],[object Object],[object Object]
The boring bit ,[object Object],[object Object],[object Object],[object Object],[object Object]
With thanks to: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The really boring bit ,[object Object],[object Object]
Further Information ,[object Object],[object Object]

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