Great Demo! Implementation Tactic - Weekly

Posted by Peter Cohan on November 9, 2009

0 comments | 1016 reads

For Presales Managers:

Hold weekly progress calls with the presales team to encourage and uncover success stories, Illustrations, tips, etc. and to reinforce the key ideas. Teams that do this (or similar) report excellent success with the method for individuals and appear to achieve high implementation rates for their teams as a whole.

This shouldn’t be a surprise… Management support (particularly first-line management) is typically very important for achieving substantive change with personal skills and processes.

Management support, however, can be passive or active. Passive support is often weak and may manifest in terms of not being negative…! Active support, such as the weekly team calls, serves to catalyze positively the process of change. A little effort each week can yield enormous overall returns over time.

For more tips and articles on demonstration effectiveness skills and methods, email me at PCohan@SecondDerivative.com or visit our website at www.SecondDerivative.com. For demo tips, best practices, tools and techniques, join the DemoGurus Community Website at www.DemoGurus.com or explore our blog at http://greatdemo.blogspot.com/.

Peter Cohan

Peter Cohan is the founder and principal of The Second Derivative, focused on helping software organizations improve the success rates of their demos. In 24, he enabled and began moderating DemoGurus®, a community web exchange on software demonstrations. He is the author of the book Great Demo! - how to prepare and deliver surprisingly compelling software demonstrations.

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