Inga Sarte
Sales coach & Partner Manager at Continia Software
Vilnius, Lithuania
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Inga is a devoted sales specialist, with a strong background of supporting Microsoft Dynamics partners in their sales and marketing activities. For almost 20 years she was involved in delivering various sales trainings and coaching sales reps on how to make successful sales presentations and product demonstrations.
Area of Expertise
Topics
7 tips to provide a powerful remote demo
If webinars and remote demonstrations are one of your sales and marketing strategies to generate D365 leads, this is the session you don‘t want to miss:
• How should you engage with the audience for them not to disconnect?
• What are the myths that diminish you as a presenter?
• How do I avoid committing demo crimes that make a product demonstration less effective?
• Are there any ways to help technical people fall in love with appearing on a remote demonstration?
• And lastly, how do I ensure the audience leaves the webinar thinking positively about the solution and is ready to advocate for it?
Many Microsoft Dynamics Partners today claim they find online demonstrations to be less effective, and this shouldn’t come as a surprise: the rules of the game for the remote demonstrations are different. And in order to be successful, you need to know them.
Join the session to learn the simplicity behind of how can you make your webinars as a powerful Dynamics 365 sales lead generating engine!
Demoing AI to Humans: Making the invisible intelligence visible
For many years, presales consultants relied on demonstrating functionality. Yes, they were trained to speak customer value, but in reality, the experts focused on a very clear set of functionalities during the demos.
But how do you demo a solution that doesn’t have a clear set of functionalities you can click through?
How do you demo a solution that thinks, predicts, or decides?
How do you showcase something your audience can’t see and often doesn’t fully understand?
Here is some truth about us, humans. If the audience, that is a prospect, will feel stupid during the demo, they will not buy. It is as simple as this.
So how can you help them relate and understand the value you are selling? Join the session to learn:
• How demos of AI-driven solutions differ from the traditional ones
• What makes AI demos uniquely challenging
• The most common mistakes presales make
• What are the narratives you should focus your AI story on
The demand for AI-driven solutions is there. Partners are also ready with the solutions. Now you only need to sell those. Demoing an AI-driven solution IS different: don’t ever fall into a trap thinking otherwise.
Webinars and product demos: delivering a strong message that sticks with the audience
Does this sound familiar to you: you are delivering a webinar or a product demo. Yet, twenty minutes later, you realize the audience doesn't seem to be excited about your content: there is silence every time you ask a question, the chat is dead, and people seem to be leaving the session in the middle of it. Why are you failing to connect?
Join the session to learn tips on how to:
- Deliver a powerful message that your audience will remember
- Connect and engage with the audience
- Avoid being a boring presenter
- Make your presentation easy to follow
Demoing solutions and delivering webinars is not art; it is a skill. There are specific tactics that good presenters apply to make their demos powerful: join the session to learn them.
Stop making demo crimes!
When we commit a crime in the society, we have to face the consequences, be it a fine or a sentence in jail.
The very same is true when we deliver demos: every time we commit a demo crime, we have to be ready to accept the consequences. Sometimes, it is losing the attention of the audience. Sometimes, it might be losing the deal itself.
Join the session to learn:
• The most popular demo crimes committed being committed by young or experienced Microsoft Dynamics professionals;
• Symptoms that help you recognize demo crimes
• Strategies and tactics that help you eliminate or at least reduce the number of demo crimes you are committing during the presentation.
If you asked to deliver a product demonstration for the prospect, you owe it to your company to do this in the most powerful and effective way: many people livelihoods depend on you. On the other hand, you owe it to the customer: they need to see a proper and realistic image of capabilities of your solution. It is a big responsible, and no wonder you might feel under pressure!
Join the session to learn very simple tactics that help you become a better product presenter by avoiding common demo crimes.
Introduce your ISV solution by applying Storytelling Techniques
Whenever you are in front of the customer demoing a solution, you compete with many other vendors. This is true even when you present a vertical and deeply industry-focused solution: it is very likely the customer will be looking to at least two other solutions with very similar capabilities.
Do you want your message to stick and engage the prospect during the whole demo? Start applying storytelling techniques!
Why storytelling? Storytelling is one of the most powerful secret ingredients to elevate your ISV solution demo: they evoke emotions, simplify complex information, and, most importantly, the information presented in a story format is more likely to be remembered.
Join the session to learn how to apply storytelling techniques to resonate with the audience and make the ISV solution demo memorable and impactful. During the session, you will learn:
• The 8 elements that are the essence of a powerful demo;
• How to incorporate storytelling techniques into your ISV solution demo;
• How to structure your presentation into smaller pieces to make it easier for the prospects to follow;
• How to create a narrative that engages and influences the audience.
Demoing the software is a skill, not a talent: learn the tips that would leave your prospects with a long-lasting impression and help your team win the deal!
Boost your sales performance: why Active Listening should be a priority for your sales team
According to one study, salespeople who had good listening skills had a 46% increase in sales compared to those who didn’t. Another study found that companies focused on improving their sales team’s listening skills experienced 16.9% year-over-year increase in customer retention rates, compared to a 6.1% increase for companies that didn’t.
Despite many studies implying a strong correlation between a sales team’s listening skills and their ability to retain customers or gain new ones, listening skills is a competence salespeople often lack. Sometimes, they fail to focus on customer needs while listening because of pressure or fear of missing out. But more often than not, salespeople are not trained to listen actively.
Join the session to learn:
- The importance of active Listening
- To identify crime situations you, as a salesperson, are making
- To handle objections by applying techniques of Active Listening
- Best practices and tips to implement right after you leave the session
- Practical examples of how using Active Listening can help you close more Dynamics 365 deals
Join the session to learn simple tricks you can instantly implement into your sales process!
7 tips to provide a powerful remote demo
If webinars and remote demonstrations are one of your sales and marketing strategies to generate D365 leads, this is the session you don‘t want to miss:
• How should you engage with the audience for them not to disconnect?
• What are the myths that diminish you as a presenter?
• How do I avoid committing demo crimes that make a product demonstration less effective?
• Are there any ways to help technical people fall in love with appearing on a remote demonstration?
• And lastly, how do I ensure the audience leaves the webinar thinking positively about the solution and is ready to advocate for it?
Many Microsoft Dynamics Partners today claim they find online demonstrations to be less effective, and this shouldn’t come as a surprise: the rules of the game for the remote demonstrations are different. And in order to be successful, you need to know them.
Join the session to learn the simplicity behind of how can you make your webinars as a powerful Dynamics 365 sales lead generating engine!
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