I had my first demo call as a Sales Engineer at Oculan Friday. I flew solo and did a decent job, from the feedback I got.
The customer, a CEO of a small but busy company, derailed my plans for a scripted demo almost immediately. My pulse quickened when I heard the words “rather than sit through a PowerPoint presentation, just tell me what a network engineer would have to hear to want to buy this.” I proceeded to relate my experience as an IT manager to the product, being honest in explaining how much easier it makes network security. It must have made an impression, as I heard later that he wrote my explaination down.
Afterwards, I was a bundle of energy, having hours of pent-up nervousness to burn. I decided before the call that I would try a trick used by all-star athletes: visualization. I visualized being not only completely ready for the demo, but being completely confident, too. At the very least, it gave my mind something to hang onto when the demo veered wildly off course. When my rehearsed pitch got sidetracked, I held things together by remembering how I was simply going to kick ass. I think it worked.
Though my effort on Friday was passable, I am still rusty with the product. I’m tagging along for a sales visit on Thursday, so I get another chance to test my skillz. I can only get better…