Briefing Center Presentations: Global Computer Networking

Briefing Center Presentations: Global Computer Networking

Improving Product and Capability Presentations at a Global Computer Networking Company

Client Case Study

Briefing Center Presentations: Global Computer Networking

Situation

This Global Computer Networking Equipment Company utilizes a Briefing Center to make product and capability presentations to customers and prospects contemplating large e-commerce automation decisions.  It’s imperative to their sales strategy that every presenter be able to present solutions effectively and persuasively to attract and retain target client accounts.

Complications

  • Large enterprise buyers expect perfection the first time.
  • Executive audience members need information at the right altitude and pace.
  • The investment and stakes are high for each presentation.

Approach

Over 150 executives and other sales and marketing professionals have benefited from Briefing Center Presentation Skills.

  1. Content Creation and Sales Presentation Skills: To ensure success, the target audience was trained in content and delivery skills in order to help them:
    • Prepare to create maximum positive audience-centric impact
    • Quickly organize ideas and information for clarity and credibility
    • Utilize verbal and non-verbal delivery techniques that create understanding, confidence, and trust
    • Use questions to uncover needs and to “connect” with the audience
    • Adapt presentations to meet different customer/prospect needs
    • Use key visual support strategies
    • Deal with varying levels of audience technical expertise

Approach (cont.)

2. Practice and Feedback: Proven, individualized, learn-by-doing approach using extensive videotaped practice and feedback focused on their unique Briefing Center environment.

3.  Expert Coaching: In-the-moment individual sales coaching from sales presentation experts to develop significantly higher skill levels immediately applicable to key customers and useable in the high stakes Briefing Center environment.

Results
In five months, client satisfaction Briefing Center data showed:

  • 37% increase in audience satisfaction

Related Information

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PMO and Outside Sales Operations
Senior Vice President

Service Source

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