Category Archives: Demonstration

How a pre-recorded presentation can make you a great listener

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IMG_2604[1]It’s a fun debate – the “old school” mentality of showing live software versus the simpler, stress and error-free technique of leveraging pre-recorded assets. In the end does it really matter to the ultimate judges, your audience?

I can’t be alone when I admit, moments before most presentations, my brain bounces around at least a dozen or so random thoughts as I prepare for the stage, plug in to a projector and tell my story.

Presenting is stressful no matter how savvy or good you think you are.

On a recent Wednesday afternoon, in an office building high above the streets of downtown Chicago, home to one of the largest accounting firms in the world, I was preparing for a short demonstration to a few influential executives.

Tethered to the projector and patiently awaiting my opportunity to present, a timely question was posed from a fellow team member, “Why would you not show live software? Are you afraid?”

His tone indicated a sense of bravado, a slight challenge to my ego? I smirked. Years ago I would have accepted that challenge without any hesitation, feeling the need to convince others of my public speaking prowess. Whereas today I’ve evolved to a much higher level of engagement with my audience.

Unbeknownst to my audience the effort to “warm up” my software consisted of a double-click on PowerPoint file saved to my desktop. No sweat beads dripping down my back, no concern about gaining “guest access” to the firm’s internet and nary a concern to connect to my own software. For the next 30 minutes I dedicated my time actively listening and engaging with the executives in strategic discussions and less time stressing over which windows, reports, screens to open next.

GO HYBRID – My advice is adopt a hybrid approach. Our conversations, as I’m certain yours will too, wandered beyond my script. Fortunately, with a live connection to our cloud as my backup solution, I was able to adjust and seamlessly segue between screens. This hybrid approach, the use pre-recorded and live software can support just about everyone scenario. And, I guarantee you’ll become a better listener focused on your decision makers how you can solve their challenges.

If you still don’t believe me read the pros and cons listed below:

PRO – you ever worry about access to another company’s corporate network

PRO – you will become a better listener

PRO – a click-thru demo may actually “run” faster

PRO – let’s face it, none of us are getting younger, never forget where to “click” next

PRO – an easy, simple and powerful “giveaway” for your prospect.

PRO – as a result of creating scripted demos, you will sound more polished than ever

PRO – no more sweaty armpits

CON – you will disappoint your co-worker who was setting you up for failure!

Learn and Lead by Example

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Learn_Lead

There is a difference between learning the theoretical and applying what you learn in a business situation. Ensuring a way to bridge the two to converge and support each other has always been a challenge. How do you coach great individuals in a classroom to prepare to deliver a memorable presentation and then follow it with an example from the outside, “real” world.

Whenever I’m afforded the opportunity to be on stage I apply the techniques and tips I teach to Sales and Pre-sales teams. It’s rare I capture those moments in a recording.

Today’s post includes a link to a recent webcast I delivered as part of a series of prospect-facing webinars at Microsoft. Each month, spanning the last nine months, I delivered 30-minute webcasts designed to convert new prospects into leads for partner distribution.

Anyone familiar with delivering demonstrations via webcast is intimately aware of the challenges germane to this environment –

  1. Do you sound energetic to the audience?
  2. How do you address diverse interests of everyone on the call?
  3. How do you keep the remote audience engaged without receiving immediate feedback?

Regardless of delivery – in person or via the web – a persuasive demo scene should always be structured to include:

  1. A creative opening to engage your audiences attention
  2. A relevant topic that demonstrates a process or a job function
  3. A closing statement that offers the audience a reason why you felt this was important to mention.

The embedded video is 25 minutes short. There were techniques I deliberately applied during the webcast to engage my audience every 3-6 minutes. What were they? As you listen to the recording, what did I do well? And, as with any presentation, there were areas for improvement. What suggestions can you offer?

Touch My Computer and I Break-a Yo Face

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Powerful Laptop Computer

Why do people (most notably co-workers and room proctors) feel compelled to approach your computer moments before you go live with a presentation?

Guard your computer at all times, especially before you “go live.”

One of my earliest memories presenting software to a large audience was early 2001. Back then, software virtualization was rudimentary. Demo environments, built on external hard drives, were swapped for the internal hard drive. Boot time spanned approximately 20-30 minutes and you needed to provide the machine with ample time to “warm up”. The conference, comprised of manufacturers and accountants, I was paired with a sales rep on our team who was known for his theatrical antics. Moments before we are set to begin, unbeknownst to me, he decides to make a few changes to the PowerPoint. Not a good idea. My laptop shuts down and now we have 20 minutes to fill with his standup routine.

With less than one week before I present at our annual conference, I recall last year at the same event where I narrowly escaped a similar plight when a room proctor decided my resolution settings weren’t optimal. Apparently he was distraught with the three inches of black space around the edges of the 60 x 60 screen. Fortunately for both of us, his face was untouched and so was my laptop.

Be on your guard at all times. Control your destiny and don’t allow others to impact the great presentation you planned.

Got Content?

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Got Milk

Years ago the dairy industry took an innovative approach to motivate new, and existing, consumers to pour more of their product into drinking glasses. Their creative campaign, “Got Milk”, still resonates today. Just like the love of a glass of milk, everyone loves content. We are always searching for fresh and new ways to attract customers.

Of course just because content is free doesn’t mean it’s for everyone. Content needs to be relevant, it needs to align with your sales and marketing strategy, and ultimately it needs to connect with prospects.

Last July we revisited our approach at Microsoft examining how we deliver monthly, prospect-facing webcasts. The result of the Grow Your Business (GYB) webcast series is a streamlined experience, reducing the duration from 60 minutes to 30 minutes and more closely aligned session titles to what research suggests prospects are most interested in seeing. Each webcasts attracts between 150-300 registrants.

Need Content? All the assets for these events have been packaged to enable any partner to repurpose and redeliver with just a few clicks. It doesn’t get any easier nor more turnkey then the GYB (Grow Your Business) assets below.

Want Easy? Use the Ready to Go site, upload your logo, promote the event and hit the <Play> button on your desired event date.

Want Personalization? Download the assets from PartnerSource and host your own webcast.

DETAILS

  • 30 Minutes
  • Scripted and Pre-Built
  • Top of Funnel, Not Deep

CURRENT INVENTORY

  1. Five Ways to Turn Data into Insights
  2. Why are So Many Businesses Moving to the Cloud
  3. Making Technology Your Business Advantage
  4. It’s a New Year Be Ready to Adapt
  5. Fine Tune your Supply Chain with Insights

ASSETS – Contents include: (1) DemoMate demo (.demo) (2) Demo Script (.docx) (3) Email Template (.xlsx) (4) Recording (.mp4) (5) Infographic (.pdf)

NEXT STEPS

 

OPTION #1Create an event using the Ready to Go site (RTG)

 

 Search “Microsoft Ready to Go”Events >> Microsoft Led Events >> Select an Event

  1. Find the Event – #GYB
  2. Click Event Details
  3. Click Participate
  4. Complete all Required Fields
  5. Click Activate, then Preview, and Copy the “Register for this Event” URL.
  6. Share the Registration Page
  7. To-partner email template: http://aka.ms/gyb/topartner

 

 
OPTION #2Download the assets from PartnerSource and host your own event. Search PartnerSourcePartner Essentials >> SMB Resource Center >> Go To Market >> SMB Toolkit  >> Webcast in a Box

 

 

Got Content? Yes!

Musicians Have a Back Up Plan, What is Yours?

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MIcrophone

For those of you who follow me regularly know my background as an audiophile. In fact, if you attended one of my presentations earlier this year you’ll recall the limbic opening I shared while recanting my first job during my teenage years. For those of you not in attendance, I was a DJ while growing up in New York.

Fast forward a few years, now living in Colorado where there is no shortage of opportunities to attend live music. Last week I was afforded the chance to see Jamie Cullum live at the Arvada Center for the Arts. Jamie Cullum is a jazz musician but the farthest from a traditional pianist. The performance was fabulous and the band played for almost three hours.

So What? (What does this have to do with software demonstrations)

During the third song Mr. Cullum’s wireless microphone died. We watched his lips move but the notes were silent. Mr. Cullum could have stopped, complained to the technician, delivered a bad joke and blamed someone for the technological mishap. Instead, the band played on. They segued from a jazz band to a jam band while a roadie worked quickly to correct the glitch. Their transition was seamless and the crowd, appreciating their efforts, roared.

Bands rehearse every day, all day. They are perfectionists and prepare for any dilemma and quickly adapt to changing situations. Conversely, software engineers (generally speaking) practice when there is extra time in their day.

Think of a few ways in which you and your “band” of presales engineers can prepare for any possible situation. It is so essential to ensure you orchestrate your team for any public appearance and even more important to have a back up plan. Your audience will appreciate your adaptability.

Link

Newspaper

Each Sunday I look forward to a few select columns in the NY Times. One of the most insightful columns is called the Corner Office located in the Business section. It includes interviews with top executives and discusses the challenges of leadership and managing business.

About a year ago there was an interview with a renowned art/theater director that caught my attention. The article was about the success of ideas in a smaller setting. The interviewee responded to a question stating “if you don’t make sure the show is right in a small room, it will never be right on a big stage”. So what does this response from a theater director have to do with software demonstrations?

Taking chances requires practice.

All of us can, and should, follow her sage advice. All too often, presenters fall prey to what they know and lean on from their past successes, relying on the “same old demo”.

Whenever you prepare for any presentation, regardless of the audience size (1:1 or 1:many), your preparation is paramount to your success. Whether you are delivering your tried and true “overview demo”, or something new, test it. Share your creative openings with a small audience whether that be a co-worker, a family member or a friend. Their objective reactions will provide you the feedback you are looking for to hone your message.

Remember – “if you don’t make sure the show is right in a small room, it will never be right on a big stage.”

Even the Experts Need to Practice

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Stop yourself from “eastwooding”

Imagine … you are an 82-year old actor accustomed to performing in front of live audiences your entire professional career. Your experiences aren’t limited to acting but you’ve also acheived elite status as an award-winning director. Two weeks ago most of us witnessed what happens when you don’t prepare for a presentation and decide to “wing it”.

Over the weekend, in an interview with a local newspaper, Mr. Eastwood recanted the events leading up to his performance at the Republic National Convention  – http://usat.ly/QrXJt1.

Now, I’m fairly confident no one following my blog, or any of our peers in the channel, can hold a candle to Mr. Eastwood’s extensive public speaking resume. However, even with his storied career his actions clearly prove you MUST always practice, practice, practice. It is so essential to be impeccable with your words and test your ideas/thoughts before you go live.

Even if, as Mr Eastwood learned, you’ve been performing presentations for years you still need at least one dry run. Take time to walk through your presentation with a co-worker, a friend or family and I guarantee you will be rewarded by your efforts.

Leverage Your Inner Boy Scout

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Be prepared for anything.

About a month ago I dusted off my camping gear and drove to Moab, UT for a 3-day camping weekend. The first camping trip of the season always feels clumsy and rusty primarily because I’m not confident I packed everything I need for the trip. What helps alleviate my worries is – maintain a camping box where I store most of my gear and I assume the worst can happen at any moment.

How does this relate to your demo preparations?

Many sales teams travel to a prospect’s location with only their laptop in tow. Or worse, they rely on an internet connection to connect to their demo environment back in the office. If you plan for the worst, and you should because everyone knows the inevitable will happen, you will be prepared for any surprises.

A great tip for any sales team is to build a demo box, similar to my camp box, and include items which you may need to save your hide in the worst situation.

Suggestions to include in your demo box:

  • A local installation of your software (it’s always wise to have a backup plan)
  • Presentation clicker
  • VGA extension cord (enables you to position yourself anywhere in the room)
  • Power extension cord + surge strip
  • Back up projector
  • Batteries
  • Flipchart + markers

Be prepared for anything.

What Did They Just Say?

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Jargon is defined as the language, or vocabulary, peculiar to a particular trade. To an audience these are typically not understood and is referred to as unintelligible language.

Be impeccable with your words.

Recently, I kicked off a seminar hosted by one of our local business partners. The session targeted new ERP prospects and the room was filled with bright eyes. The presenter did his typical overview presentation which garnered plenty of head nods during the session. About midway through his presentation I recognized his ability to avoid using JARGON. As questions arose from the audience, instead of answering with the name of the module or tool which addressed the issue, he simply explained in lay terms how his team could solve the challenge.

Too often presenters, especially in technology, assume an audience knows exactly what they are referring to when use words or phrases such “web parts”| “SaaS” | “cloud” | “application framework” | “intergration manager” | “content management” |

You do yourself a tremendous disservice by alienating your audience each time you use JARGON in your speech.

Be impeccable with your words.

Here’s an idea – take your presentation home and practice. Test your words on family or friends. If they look at you with the same twisted neck turn your dog gives you when you make a funny noise … it’s most likely JARGON.

Opening Day in the Mile High City

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LAST Monday afternoon was opening day for the Colorado Rockies. It was a spectacular day and attending the home opener (or at least soaking up the downtown festivities) has become a rite of passage in the mile high city.

About PREPARATIONS

During the game I began thinking about spring training. Spring training is the preparatory period leading into the baseball season. It’s about practicing the common tasks these professionals will execute every day for the next 5 – 6  months. Even the veteran players who have been playing for 10+ seasons approach spring training as if this were their rookie season. Fielding ground balls, catching fly balls and playing a game of pepper.

About ORGANIZATION

It’s also fascinating to consider the effort and details a manager puts forth to compile a roster for each individual game. 162 games over the next several months. Every morning, before game time they sit at their desk to organize their thoughts and ideas on how to tackle the upcoming opponent. “Who is our starting pitcher?”, “Who will bat 3rd?” … yadda yadda yadda

Today’s Tip

Today’s tip is about preparation and organization. I consider every one of you successful and seasoned professionals. You’ve been selling software and conducting discovery calls for many, many years.

But … do you approach each opportunity uniquely as if you were the head coach of your favorite baseball team? Before every call do you plan out your questions and strategy?

For example, how are your discovery questions organized for the prospect and their industry? Do you begin your discovery with a blank sheet of paper or do you have a “roster” of questions already prepared prior to your first call.

During the discovery workshops we provide organizational tools to help you capture key, pertinent information for each opportunity. It’s an extremely efficient way to get organized. Also, having your questions pre-written saves time during note taking and improves listening.

Whether you leverage the tools provided during the workshop or you have your own pre-defined question sheet. Use it. It’s a simple way to prepare and get organized.

Good luck during the remainder of the quarter and win one for the gipper.