Page 57 - Superion Sales

SUPERION – Sales Playbook

Facilities
The AE/CSE should coordinate finding out details about the actual demo facility including (at least):
• The number of seats available
• Types of existing screens and/or projectors and if they are appropriate
• Determine if there is any other audio/visual information
• Determine the approximate dimensions of the room to be used
• Provide pictures of the room ( a few shots from the front and back via a mobile phone is
acceptable)
• Determine internet connectivity – the existence of wired Internet connection or availability of
Verizon Wireless 4G or LTE signal. Wi-Fi does NOT qualify due to our system’s technical
requirements.

Planning the Agenda
The AE/CSE and the PC should collaborate on the opening slide deck and message so the message/theme
can be woven throughout the entire presentation. This should occur at or prior to the strategy meeting.

Once determined, the AE/CSE can work with marketing to produce banner graphics (if allowed) featuring
the win themes to be displayed throughout the room during the demo. These can be referenced as items
that will be provided to them for reference and reinforcement of the solution once they select and sign our
solution.

The AE/CSE and the PC should collaborate on the agenda, proposed flow for the entire presentation, etc.

Adjusting the Agenda

The PC is the coordinator of the entire demonstration. The PC will discuss any changes needed in the
agenda during the event with the AE/CSE, understanding the ideal response to a need is not always an easy
to accommodate change. The AE/CSE needs to be ready to discuss the specific reasons for effectiveness or
ineffectiveness (risks) for making the requested changes with the PC.

Demo Equipment
Just as the PC should prepare for an effective demo, the AE/CSE should be engaged and involved in the
demo discussion and questions.

Demo Scheduling – Field Demos
The AE/CSE enters a Task related to the opportunity in Salesforce and documents all required fields.
• AE or CSE assigns the task to the manager of the PSJ or PA product consultants
• Resources will be assigned based upon opportunity and availability
• Once confirmed, a member of the admin team will book the demo date in Salesforce and Outlook
(see next page screen shot)

3/8/2018

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