Part 1 and Part 2 of this series revealed our secret ingredients for successful SKO keynote speakers and SKO soft-skills training sessions. We discussed vetting and aligning your keynotes to your strategic initiatives and the importance of coaching your executives for impact and effectiveness. We also covered why an SKO is strategically the best time to upskill your sales organization and the importance of not being overrun by breakout session requests from departmental leaders. But, informative breakout sessions are crucial to the knowledge transfer of departmental initiatives. In this final segment of our three-part series on Sales Kickoff Success, you will learn how to maximize the effectiveness of every breakout session speaker.
In Part 1 of this series, we focused on how you can ensure the success of your Keynote speakers. In part two of this series, we will explore why an SKO is a perfect time to up-skill your presales and sales teams in your virtual kickoff.
Ahhh, the glory days of a sales kickoff (SKO) where hundreds or even thousands meet for an energizing five days in places like Las Vegas, Singapore, or Budapest. Those venues are on pause for now; however, your SKO can still deliver energy and success virtually with the right formula of inspiring keynote speakers, results-driven soft-skills training, and actionable breakout sessions. This three-part series will explore how your sales enablement leadership can seek out and ensure the delivery of premier sessions for your SKO, starting with finding the best keynote speaker for your business.
If you’re in Sales or PreSales in a technology company, you know all about the importance of securing the “technical win.” Accomplishing this step means you are over a significant hurdle in every sales process. However, the longer it takes to ensure the technical win due to complicated demos, complex-looking software, or a lack of buyer consensus, the more likely the sales process stalls or even dies. You can prevent that from happening through skilled demo techniques and by leveraging video. This article will focus exclusively on how you can use video before, during, and after your main demo to accelerate your technical win.
What do the modern Olympic games and winning sales demos have in common? 2% That is the statistical difference between the average Gold Medal and Silver Medal in the Olympics. The same holds true for the decision a group of stakeholders makes between staying with their current solution, switching to yours or choosing a competitor. The reality is that any judged event will have a similar bias. Why is that?
In-person demos have disappeared since the start of the COVID-19 pandemic. Pre-sales and Sales professionals are headlong in building bridges to customers using virtual platforms, but many of these virtual demos are missing some key components that will transform the event from a good demo to a winning demo. It is stating the obvious that in-person demo practices don’t all translate to virtual. That said, many professionals are executing virtual demos like they did in-person.
[Bob] It happens all the time. We show a group of stakeholders how easy and helpful our software can be, but their feedback is “it seems too complicated.” How can that be? Certainly, the selection team doesn’t want us to take away any of that great functionality?
Modern, comprehensive applications may seem simple to us but easily appear too complicated in the eyes of a stakeholder. In all fairness, many prospective clients are simply trying to judge the ability of their people to learn and operate your applications efficiently. They are trying to predict the impact that your solution will have on their operations, and they are using your product demonstration to help them make that prediction.