Channel News

8 Software Demo Mistakes That Scream 'Rookie'

Monday, July 10, 2017

If you are a sales person, you know it can take a hell of a lot of work to get to the point of securing a demo with a potential customer. So once your demo is booked, the last thing you want to do is to lose a potential deal with a poor demonstration.

So what does a good demonstration involve and what are they key elements for success? Mark Cox recently published a great article on LinkedIn that outlines what he calls are the 8 demo rookie mistakes. Read it in full to understand the 8 areas that Mark identifies as being critical to success so you are prepared to nail your next customer demonstration! ...Read More


Your Partners Are Listening.... Don't Bore Them

Wednesday, October 28, 2015

Author: Moheb Moses
If you've read our articles over the years, you will have noticed we try to make them interesting and informative without overtly promoting our own services. So it feels strange for me to write this article because I will be blatantly promoting our services at the end. Don't worry – this article is still going to be interesting and informative, and if don't agree with me, just stop reading before the final paragraph. 

The reason I feel I need to do this is that we attend many partner events that are run by vendors, and I have lost track of the number of times that I have either wanted to fall asleep during the presentation or walked out thinking "why did I bother?" With that said, I have certainly seen some brilliant presentations - but those are few and far between. So let's look at what makes so many presentations to partners fail.  ...Read More


Presentations - Half As Long Is Twice As Good

Thursday, January 15, 2015

It is a new year and that presents us all with an opportunity to reflect on the year that was and to consider what we might do differently in the year ahead. Many of you present to various audiences (partners and/or end-users) on a regular basis as part of your job. Many of you I am sure would be looking to improve the effectiveness of your presentations, regardless of how experienced you may be. All presenters would like to feel that their audience has left the room with the desired key takeaway messages, but this does not always happen. Never before have we been so distracted by email, text and social media, and so never before has it been so critical or difficult to capture the attention of our audience and instill our message quickly and effectively.

Joey Asher from the fastcompany.com website has written a fabulous article on what he believes is the key factor in being able to do exactly this. He states that you need no more than 10 minutes to actually present to your audience and that it should always be followed by a Q and A session – as lengthy or as short as the audience requires. He believes the Q and A session allows you to delve in to details the audience are interested in while the actual presentation allows you to cut right to the chase and deliver your message, whatever that may be.

Read the article to get more detail on his theory and approach to presenting.

 ...Read More


5 Mistakes To Avoid When Presenting

Wednesday, August 27, 2014

Whether you work for a Vendor, Reseller or Distributor, you would have sat through many presentations throughout your career. Some of these of these would have been amazing while others might have been enough to put you to sleep. The importance of being able to deliver an effective presentation is well known, however we don’t all know exactly how to do so. While for some this comes very naturally it is much harder for others.

The good news is that this is a learned skill that you have the ability to develop with some continued practise. We have seen many people from different channel based roles come to our presentation workshops over the years not knowing how to present at all. With some proper coaching they are able to leave our workshops with a great presentation skill set which they then build on to become great presenters. It is something we can all achieve if taught correctly.

The article below from the Harvard Business Review blog written by Nancy Duarte discusses 5 of the more common mistakes people make when it comes to presenting and how to avoid making them. To Read the article click on the link below:

 ...Read More


Six Tips For Running Better Meetings

Wednesday, July 09, 2014

Author: Cam Wayland
Finally, it’s your turn at the helm doing a partner review or facilitating an important meeting. Prove yourself in front of your peers and partners, and you’ve proved yourself full stop. Allow yourself to be the ringmaster in a cacophony of bad or no decision making, however, and it’s as though you drilled a hole in the hull of the company ship yourself. The first step is to put the meeting date in your diary far enough in advance to be able to adequately prepare.

 ...Read More


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