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Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
Framing Sugar's Value through Demonstration
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Framing Sugar's Value through Demonstration

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Presented by Erin Fetsco at SugarCon 2011.

Presented by Erin Fetsco at SugarCon 2011.

Published in: Business
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  • 1.  
  • 2. ©2011 SugarCRM Inc. All rights reserved. Erin Fetsko Principal Sales Engineer, SugarCRM Demo Skills
  • 3. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Demo Party Fouls
  • 4. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Show up &  Throw up
  • 5. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Coolest Feature... Ever!!!
  • 6. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Overselling
  • 7. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Keyboard Kung Fu
  • 8. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Illiteracy Assumption
  • 9. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Welcome to Training
  • 10. ©2010 SugarCRM Inc. All rights reserved. 1/25/2010 Your demos should tell a story!
    • A good demo has a plot line where:
      • the beginning frames the business issue
      • the middle discusses the solution
      • the end showcases the moral of the story: how the solution will make the client's life better
  • 11. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Maintain Situational Awareness What's the objective? Who's your audience?
  • 12. ©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Sell While You Demo User Adoption Business Intelligence Why Sugar
  • 13.
      • CRM required to increase revenue in 2011  (business issue)
      • Currently don't understand where sales cycle stalls 
      • Because they have no visibility into  pipeline  (business problem)
      • So you intend to show dashboards
    ©2011 SugarCRM Inc. All rights reserved. Use what you know
  • 14. ©2011 SugarCRM Inc. All rights reserved. Lead to Cash

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