I've sat through hundreds of technical sales demonstrations, and delivered hundreds and hundreds more. Over the years I've observed the same mistakes over and over again. (And made all of them myself, from time to time.)
The truth is that as sales engineers, although some things that affect our sales demos are out of our control - and of course there's nothing we can do about that. But there are many, MANY things that we can and should be doing during the context of a demo - that are completely and totally WITHIN our realm of control - that either make or break the demo.
In today's post, allow me to share with you 10 common mistakes that I see time and time again. Mistakes that are totally correctable.
10 Common Sales Engineer Mistakes
1. Failing to set expectations up front. Too often when the sales engineer takes center stage to deliver their demo, they launch right in to what they plan to show, rather than set some expectations as to what it is...