©2011 SugarCRM Inc. All rights reserved. Erin Fetsko Principal Sales Engineer, SugarCRM Demo Skills
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Demo Party Fouls
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Show up &  Throw up
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Coolest Feature... Ever!!!
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Overselling
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Keyboard Kung Fu
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Illiteracy Assumption
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Welcome to Training
©2010 SugarCRM Inc. All rights reserved. 1/25/2010 Your demos should tell a story! <ul><li>A good demo has a plot line whe...
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Maintain Situational Awareness What's the objective? Who's your audience?
©2010 SugarCRM Inc. All rights reserved. 7/27/2010 Sell While You Demo User Adoption Business Intelligence  Why Sugar
<ul><ul><li>CRM required to increase revenue in 2011  (business issue) </li></ul></ul><ul><ul><li>Currently don't understa...
©2011 SugarCRM Inc. All rights reserved. Lead to Cash
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Framing Sugar's Value through Demonstration

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Presented by Erin Fetsco at SugarCon 2011.

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Framing Sugar's Value through Demonstration

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