Comments for Aptitude Research Partners A new conversation in HCM technology Wed, 03 Jan 2018 20:30:11 +0000 hourly 1 Comment on New Year, New Priorities, and New Data by Naomi Bloom Wed, 03 Jan 2018 20:30:11 +0000 Wishing you a VERY successful 2018. Naomi

Comment on HR Technology Providers: What Your Demo Says About You by Thomas Boyle Fri, 15 Sep 2017 15:29:36 +0000 Great tips. Having managed and trained pre-sales teams I thought I would share a few of my pet peeves…. I mean tips.

Do your homework: Proper client discovery is paramount when assembling the right demonstration strategy. The vast majority of prospects are more than willing to spend time before the product demonstration to share their unique challenges. Even in extreme examples where formal discovery isn’t possible there is a ton of public facing information that can be used to tailor your product demonstration.

Don’t show up and throw up: With so much great data available no demonstration should ever be generic. There is nothing worse than sitting through an entire demo where none of the content, branding or workflows resemble that of your own. How are you expecting prospects to envision how your solution will help when all of your content is generic. If you’re demonstrating to a high volume hourly prospect don’t show them a recruiter experience with three professional jobs and 25 candidates. Show them how you can solve their pain!

Stop listening to respond: Unfortunately, this one happens all too often. Have you ever been part of a conversation where you couldn’t get a word in edgewise? Don’t forget who the demonstration is for. It’s better to have engaging dialogue that builds trust and uncovers pain than to overpower prospects with every bell and whistle. Chances are even if you don’t finish the demo you’ve earned their trust and the opportunity to revist the demonstration.