Want to demo like a salesforce solution engineer?, Jasmine Ashley

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Are you an implementation consultant looking to take your demos to the next level? Do you struggle to showcase the value of a solution to a customer beyond simply meeting their requirements? In this session, we’ll explore how to transform your demos from a point-and-click demonstration to a strategic demonstration of value, as a solution engineer would do. We will dive into the key elements of a successful demo that showcases the value of a solution. We will discuss the importance of understanding the customer’s business goals and how to map solution features and capabilities to those goals. We’ll also explore how to showcase the solution’s key differentiators and unique value propositions and how to articulate those in a compelling way. This session will provide implementation consultants with a framework and practical tips for transforming their demos from a point-and-click demonstration to a strategic demonstration of value. You’ll leave with a better understanding of how to showcase not only the function but also the solution’s value to the customer’s business objectives, and how to create engaging and memorable demos that inspire action.

Technology

How to demo like a Salesforce Solution
Engineer.
“Point and Click” to “Value Driven”

#CD2023 @CzechDreami
n
What has made a presentation
or demonstration stand out to
you ?
Engaging
Passionate
Insightful
Inclusive
Funny
Relatable
Interesting
Compelling
Knowledgeable
Useful
Personalised
Applicable

#CD2023 @CzechDreamin
WE DEMO EVERY DAY!

#CD2023 @CzechDreami
n
Senior Solution Engineer
High Tech Industry
Jasmine Ashley

#CD2023 @CzechDreamin
“See that girl, watch her scream,
kicking the dancing queen” …..
…. “See that girl, watch that scene,
dig in the dancing queen”
from ABBA’s ‘Dancing
Queen’.
Why are we
here?

#CD2023 @CzechDreamin
“Point and Click” to “Value Driven” Journey
5
3
2
1
Know your
Audience
Know Where
your solution
hits
Know the
Business
Practical
Checklists
4
Value Map

#CD2023 @CzechDreamin
● More than just a persona
● Get the voice of the audience
● What is the link to a process
● People have objectives.
● Who is interested, resistant or, avoidant
● What pains do they have themselves
● Put yourself in their shoes
● ASK
Know your audience
Chapter 1
Engaging
Personalised

#CD2023 @CzechDreamin
● People make a business
● Are they all looking in the same direction
● What are their public values
● What are the strategic pains
● What are they good at
● Where are they trying to go
● What is their culture like, Leadership
● What do they expect from you
Know the business
Chapter 2
Insightful
Compelling

#CD2023 @CzechDreamin
Engage the audience
Give Tactical examples Restate the why we are here
Highlight the problems
solved
Strategic Goals Metrics
Acknowledge the extras in the
room
Share your sources
Use the customer logos
and colours
How Value Driven Demos Help
Quote the customer,
stakeholder
Flexibility with the journey
Let those who have an issue
speak
Introductions with
Expectations
User Adoption
Change management
Give strategic examples
Engaged
Stakeholders
Improved Job
satisfaction
Sign off on Project
Clearly state the value
Champions
& Super Users

#CD2023 @CzechDreamin
Practical Tips Checklist
❏ Start every meeting with a name, role, what you want to get out of this session.
❏ When in a discovery with the customer - note down their stories, use cases
❏ When in a discovery - refrain from solutioning
❏ When in a demo, allow for pauses, acknowledge the negative
❏ Research the company, look on their socials
❏ Directly quote from them
❏ Add on 25% more time than what you think you need! this allows for flexibility
❏ Treat it like a conversation - Ask for their feedback while you show

#CD2023 @CzechDreamin
Practical Tools Checklist
❏ CSS Peeper (get their fonts) - Chrome extension
❏ Imageeye - Image Downloader (get their images) - Chrome extension
❏ Taqtic GPT Meeting Summary (get their quotes)- Chrome extension
❏ ChatGPT - research public information on company values etc
❏ Every Bodies Demo Org - available to all
❏ 3 finger swipe (Mac) / set up for other (link)

#CD2023 @CzechDreamin
Training & Resources
Demo to win Build confidence in your ability to successfully demonstrate software
2winglobal.com
Salesforce Discovery 101: How Salesforce Experts Execute Discoveries to set
Projects up for Success - Pei Mun Lim
Salesforce Community Speaker Academy - Keir Bowden

#CD2023 @CzechDreamin
Audience - what journey have you made recently?
5
3
2
1
?
?
?
?
4
?
What would you add to it after this session ?

This document discusses product validation through product discovery. It notes that 64% of software features are rarely or never used, so product discovery is important to ensure the right product is built for the right audience. Product discovery involves understanding customer needs through techniques like ideation, opportunity assessments, customer discovery, story mapping, MVP testing, prototypes, and user testing to minimize risks and learn fast. The goal is to gain evidence that the product engineers build will not be a wasted effort. Product discovery is then followed by product delivery to build and ship the product.

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The standard Salesforce Approval process can be limiting in many ways, especially in complex scenarios. What if there was a way to implement very flexible approvals where one can use Apex code to make data updates in unrelated records, dynamically generate next steps details, and compute assignees on the fly? And still use UI-based configurations to implement concrete approval processes. In this session, we will share ideas behind such a solution and show a few lines of code to get you started.

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This talk focuses on the practical aspects of integrating various telephony systems with Salesforce, drawing on examples from implementations in the Czech scene. It aims to inform attendees about the spectrum of telephony solutions available, from small to large scale, and their compatibility with Salesforce. The presentation will highlight key considerations for selecting a telephony provider that integrates smoothly with Salesforce, including important questions to support the decision-making process. It will also discuss methods for integrating existing telephony systems with Salesforce, aimed at companies contemplating or in the process of adopting this CRM platform. The discussion is designed to provide a straightforward overview of the steps and considerations involved in telephony and Salesforce integration, with an emphasis on functionality, compatibility, and the practical experiences of Czech companies.

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Salesforce Forecasting is evolving for tomorrow, evolving for the future, and evolving for the next generation of sales leadership. This often underutilized feature has undergone a transformation over the past few releases to reveal a slick, modern interface and a host of new functionality, propelling forecasting into the spotlight. Join this session to discover the latest enhancements, considerations and implementation best practices.

Supercharge Salesforce Marketing Cloud: The Ultimate Apps Guide, Cyril Louis ...

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It’s official: Salesforce Marketing Cloud is the #1 Marketing Platform!* But being #1 is not being perfect… And you are right by asking how you could increase the capabilities of Marketing Cloud?! So let’s kick this out and see how to easily extend the power of Salesforce Marketing Cloud 🙂 In this session, you will discover a selection of solutions AppExchange apps or external solutions that integrate with Marketing Cloud to leverage the power of your platform. * based on research publications from IDC, Gartner and Forrester

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Including DevOps center in Salesforce development process can benefit both admins and developers by streamlining workflows, fostering collaboration, improving quality, and providing better visibility into the development process. The whole DevOps process includes automated testing and deployment, which can reduce the time it takes to release new features and functionality, while also improving the quality of the final product. By fostering a culture of collaboration and communication, DevOps can break down silos and encourage admins and developers to work more effectively together. Automation and standardisation can also help to streamline workflows and reduce the amount of time spent on technical tasks, allowing admins and developers to focus on more important work. By working more efficiently and effectively, admins and developers can deliver better results in less time, while also improving the overall quality and reliability of their work.

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Data drives decisions. Having reliable, clean data is a goal of most organizations. However, far too often the method for retrieving, presenting and consuming this data is an afterthought for many implementations. This session will help you understand the architectural process required to provide your stakeholders with actionable analytics that can drive the business forward. We will examine data models and sources, reporting tools and processes, resources, access policies and delivery methods. Prepare yourself and your organization for the full analytics lifecycle. We will use a custom commission reporting solution as a live demo.

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Black Hat Session: Exploring and Exploiting Aura based Experiences, Christian...

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An Aura based Experience Cloud, if misconfigured, can be used to mass download all data that the Public Guest Site User can access. If you know how to ask, the Experience Site will also tell you which Apex methods are available and what their properties are – even if the Apex method is not actually used on the site. You can execute the Apex method, too, and get all its response data. Put on your black hat for this session and learn how a few lines of code are enough to scan any Aura Experiences Site for weaknesses, extract all the data, and call Apex.

Sales methodology for Salesforce Opportunity, Georgy Avilov

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In short: I’ll show what is a sales methodology, how does it work in an everyday life and how to reflect it correctly in Salesforce. We’ll see how to setup a sales process and revenue forecast. And let sales department benefit out of it. And what’s more important – how to avoid common mistakes that will make system heavy and not usable. Longer: I’ll tell the audience how to connect sales and Salesforce. And thus design a working system. Salesforce launch sponsors are often from operations (COO-s and etc). That’s why sales process is often more about operational processing steps rather than sales methodology. That makes Sales Departments consider Sales Cloud as purely administrative tool – damaging Salesforce reputation among Sales. It makes Salesforce more a pain rather than a value in a longer term prospective. And to fix that afterwards you have to almost make a new launch. That can be done correctly at the very beginning – I’ll tell how.

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Want to demo like a salesforce solution engineer?, Jasmine Ashley

1. How to demo like a Salesforce Solution Engineer. “Point and Click” to “Value Driven”

2. OUR SPONSORS

3. #CD2023 @CzechDreami n What has made a presentation or demonstration stand out to you ? Engaging Passionate Insightful Inclusive Funny Relatable Interesting Compelling Knowledgeable Useful Personalised Applicable

4. #CD2023 @CzechDreamin WE DEMO EVERY DAY!

5. #CD2023 @CzechDreami n Senior Solution Engineer High Tech Industry Jasmine Ashley

6. #CD2023 @CzechDreamin “See that girl, watch her scream, kicking the dancing queen” ….. …. “See that girl, watch that scene, dig in the dancing queen” from ABBA’s ‘Dancing Queen’. Why are we here?

7. DEMO 1 - Point & Click

8. #CD2023 @CzechDreamin “Point and Click” to “Value Driven” Journey 5 3 2 1 Know your Audience Know Where your solution hits Know the Business Practical Checklists 4 Value Map

9. #CD2023 @CzechDreamin ● More than just a persona ● Get the voice of the audience ● What is the link to a process ● People have objectives. ● Who is interested, resistant or, avoidant ● What pains do they have themselves ● Put yourself in their shoes ● ASK Know your audience Chapter 1 Engaging Personalised

10. DEMO 2 - Tactical

11. #CD2023 @CzechDreamin ● People make a business ● Are they all looking in the same direction ● What are their public values ● What are the strategic pains ● What are they good at ● Where are they trying to go ● What is their culture like, Leadership ● What do they expect from you Know the business Chapter 2 Insightful Compelling

12. DEMO 3 - Strategic

13. #CD2023 @CzechDreamin Know where your solution hits Chapter 3 ● Align your solution to the personal objectives ● Align to the overall business objectives ● Align to the company values ● Customise your org to the customer brand ● State what problem you are solving. ● Use multiple use cases on one function to show the scalability ● If they show interest in the feature offer to let them drive you. Knowledgable Useful

14. #CD2023 @CzechDreamin Engage the audience Give Tactical examples Restate the why we are here Highlight the problems solved Strategic Goals Metrics Acknowledge the extras in the room Share your sources Use the customer logos and colours How Value Driven Demos Help Quote the customer, stakeholder Flexibility with the journey Let those who have an issue speak Introductions with Expectations User Adoption Change management Give strategic examples Engaged Stakeholders Improved Job satisfaction Sign off on Project Clearly state the value Champions & Super Users

15. #CD2023 @CzechDreamin Practical Tips Checklist ❏ Start every meeting with a name, role, what you want to get out of this session. ❏ When in a discovery with the customer - note down their stories, use cases ❏ When in a discovery - refrain from solutioning ❏ When in a demo, allow for pauses, acknowledge the negative ❏ Research the company, look on their socials ❏ Directly quote from them ❏ Add on 25% more time than what you think you need! this allows for flexibility ❏ Treat it like a conversation - Ask for their feedback while you show

16. #CD2023 @CzechDreamin Practical Tools Checklist ❏ CSS Peeper (get their fonts) - Chrome extension ❏ Imageeye - Image Downloader (get their images) - Chrome extension ❏ Taqtic GPT Meeting Summary (get their quotes)- Chrome extension ❏ ChatGPT - research public information on company values etc ❏ Every Bodies Demo Org - available to all ❏ 3 finger swipe (Mac) / set up for other (link)

17. #CD2023 @CzechDreamin Training & Resources Demo to win Build confidence in your ability to successfully demonstrate software 2winglobal.com Salesforce Discovery 101: How Salesforce Experts Execute Discoveries to set Projects up for Success - Pei Mun Lim Salesforce Community Speaker Academy - Keir Bowden

18. #CD2023 @CzechDreamin Audience - what journey have you made recently? 5 3 2 1 ? ? ? ? 4 ? What would you add to it after this session ?

19. Thank you

Want to demo like a salesforce solution engineer?, Jasmine Ashley

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