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SUPERION – Sales Playbook

Keys to Success
• Communication between Product Consultant and AE/CSE. This is a pure collaboration effort and
without great two-way communication, will not be as successful as possible. The responsible
AE/CSE must provide insight as to the customer’s needs, requirements, issues, etc. and help review
materials prior to delivery. While the product consultant delivers the actual demonstration and is
considered the expert in all things at the client site, the AE/CSE must take notes, remain diligent in
helping secure answers, follow-up and notating client questions and concerns in order to be
successful.

• Discovery. It’s all about what you know. What you don’t know can hurt us. Making sure you’ve
done your due diligence and bring this great level of detail to prep meetings is imperative. This
means knowing and understanding the specific environment in which the demo will be given. What
seating, equipment, acoustics, etc.
So what is effective discovery?

o The AE/CSE insures some form of discovery is scheduled at least 10 business days ahead of
the scheduled demo. If this can’t occur on site, a call with the agency’s key players should
occur at least a week in advance and an on-site walk through should occur prior to the
actual day of the demo.
o The product consultant (PC) should type up the discovery summary and also attach to the
Salesforce opportunity for review by the AE/CSE and other members of the team (i.e. sales
directors and others attending the demo).

Process
Demo Preparation – Strategy Meeting
• The AE/CSE coordinates a demo strategy meeting at least one week prior to the scheduled demo.
• The AE/CSE updates the Salesforce opportunity for the prospect to include:

o Links to the agency websites
o Demo prep notes – anything they know that may impact the prospect’s perception of the
demo
o Expected parties who will attend the demo and their respective roles
o Copy of the RFP, quotes, etc.
o Information regarding the agency’s reason for changing software

Specialized Prep
• The PC prepares to address all possible roles attending the demo (decision-makers, end-users,
Communications Center Directors, command staff, records, etc.)
• The PC customizes pieces of the outline and examples that support the roles expected at the demo
• The PC introduces himself to the key players defined by the AE/CSE and addresses them by name
throughout the demonstration

3/8/2018

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