The 7 minute long kick off was all sales speak. It was the first time the rep was able to talk with this recommender so he gave him the intro pitch at the expense of me forming an image of what to demo. He ended with, "...this is meant to be interactive".
No hook at all, no segue, no recon, i was going in cold. As luck would have it, home run on the first question. The exact answer wasn't or isn't important, it's what could be read into the answer. He wasn't buying it for him. I wasn't going to impress him, rather id focus on how much of a hero he could be when he hands over the purchased product over to his security team. The entire demo caned on the fly. A canned demo would have crashed and burned, focus on how great our company is, blah, he didn't are, architecture, didn't matter.
It ended up being a great demo, his words.
There was an article on Demo Energy written by Steve Noel that was passed around here at work today. I figured it was worth a response.
His recommendation to breaking the monotony of repetitive demos is to take the start, middle and end of the demo and change them up to break the chain and drive up energy.
The key is having different entry points. Think of your demo as a story and those of us that remember English class remember stories have three parts. A beginning, a middle, and an end. You can start your demo in any of these parts.
This is a solid recommendation but stops short. Change up the start, middle and end. That’s it?
How about having a new story every demo? What if we take everything we’re given to us by sales and everything we learn on the demo introduction and for that matter every nook and cranny we learn during the demo and turn it into a customized story that maps perfectly to what the prospect needs?
As SE's we are authors, not storytellers nor are we reciters of scripts.
In the end, I like his thinking and just subscribed to his blog for future reading.