It never seems to fail that the larger and more important the demo, the more your nerves work against you. This is especially for those new Presales and Solution Engineering. Here’s another 90 seconds of Presales Panic that has been passed on to me. “What could possibly go wrong?” I thought. Everything was set-up and…
Articles by Bob Skowron
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Presales
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Presales
90 Seconds of Presales Panic – H is for Hazard!
You know it’s a hazard. All of your training and intuition scream “Don’t do it!” But… I was working in Guilford, England. My power adapters were working fine converting the UK 220v to US 110v, but I needed to plug in one more charger in addition to powering my PC. I had this 4 outlet…
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Presales
90 Seconds of Presales Panic – V is for Venue!
A true story as told to me by a tier 1 ERP Presales Engineer a couple of months ago. Every demo venue has its own challenges. No network available for a web-based demo? Ok, this can be a familiar situation at financial and government sites. Not a big issue as this venue was explored ahead…
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Presales
90 Seconds of Presales Panic – S is for Schedule!
… as told to me by a tier 1 ERP Presales Engineer just last month. Two hours before the demo was to start, word came in from the prospect that the scheduled demo time is being cut from 2 hours to 1 hour. Great! (Not!) “So what are we going to do? Who’s not going…
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Presales
90 Seconds of Presales Panic – A is for Audience!
Who are these guys?! Demo what?!! First Question! Do you always start prep and ask: “Who’s going to be in the room?” If yes, well done! Take the next 90 seconds off! (If not, what question is better and read on) It’s all about taking aim and delivering targeted messages. If you don’t know your audience,…