Resources
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Measuring Soft Skills - a customizable excel sheet which will allow you to
measure and score your soft skills for presentations and demos. Useful
for basic measurement and certification on new products.
(Old xls format here)
5W+H Checklist - a sample set of questions dealing with the Who What
Where When Why and How preparing for a meeting. This example is for a
speaking engagement.
The Top 21 Best Quotes About Winning. A Power Point presentation of
inspirational and funny quotes.
General Colin Powell's Laws of Leadership. A collection of insightful
sayings from a great motivational leader.
A Sample Balanced Scorecard which can serve as a template to measure
the health of a Sales Engineering organization.
A Functional Job Description for a Senior Software Sales Engineer
Presentations
An example of possibly the worst PowerPoint presentation ever!
RFPs
A letter John wrote to Infoworld about how RFPs mean Really Fast
Paperwork
A scorecard you can use to objectively measure and score RFPs. This
won't tell you the likelihood of winning, but it will allow you to decide which
ones to respond to and then measure the correlation of score to outcome.
Feel free to adapt and modify for your own solutions.
Demonstrations
We strongly recommend the Great Demo Methodology used by Peter
Cohan. The Second Derivative helps organizations put the “Wow!” into
their demos and make them effective, crisp, and compelling – to engage
and capture audiences within the first six minutes of a demonstration
meeting.
The Buzzword Compliant List
How The Demo Lost The Business
An Essential Guide to the 13 Commandments for New Sales Engineers
The Royal Canadian Mounted Police provide training on the importance of
Non-Verbal Communication (NVC)
Technology
If your demonstrations are running slowly - take a look at the
fragmentation of your disk drive or virtual machine. Not just the regular
files, but by using this Microsoft Utility you can defrag the page file and
registry hive. It can make a big difference.
THE MTS BLOG