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