An inspirational talk by Techtomar on the secret potential of techies in pre-sales. This presentation will show you why techies are still not seen as an added value and asset during pre-sales meetings with their customers.

1. Whatever you do, don’t speak!
Best advice from sales to techies ever…
Right?
@lajfi #queasoBBQ

2. Who am I?
Leiv Hendrickx
Married and fatherof 2 girls
Studied Communication
15+ years web dev, ops and PM
Enthusiastic entrepreneur
Passionate about music, technologyand people

3. What’s on the menu?
Your hidden potential!

4. Techies raise your hands!

5. What are they afraid of?

6. Techies
talk in code
will scare the customer
will make me look stupid

7. Techies
will freeze up during a meeting

8. So, what’s our problem?

9. customers sales

11. Let’s calm down… and tell a story...

12. Why on earth would I want to?

13. The Y in story.
You
You will work on cooler projects.
Company
Your company will feelyour added value and will be able to look for the next
big thing.
Customer
The customerwill learn to communicate with you, avoiding frustrations on
both sides!

14. When do I tell corporate stories?
Networking
Even a pitch is a story, be it a short one.
Presentations
During pre-salesmeetings,project status meetings,at events, but even stand-
up meetings or team meetings.
Friends and Family
Wheneveryou talk aboutyour job, company, project…

15. Everybody wins!

16. Storytelling? Really?

17. Why do people tell stories?
so others can relate to what they are saying
so their audience understands the reasoning
to educate, to instruct, to convince people
to make sure the audience understands and remembers

18. Let’s try this!
API .NET
features responsive CPU
library compile
open source lamp REST
requirements milestone

19. A good story is
Structured
Adapted to the audience
Relevant
“People who know what they are talking about, don’t need PowerPoint.” – Steve Jobs

20. Structured
Intro
What am I going to tell you? Why am I telling you this?
Body
Coherentand logicalflow of relevant information. Showing the relation
between the different components.Make sure fuzzy words are explained.
Ending
Summary and conclusion

21. Adapted to the audience
Who is attending?
Do a backgroundcheck!
Ask your sales for details.
Prepare for surprise guests.

22. Relevant
What is the goal the meeting / presentation / … ?
What is my role here?
How much time do I have?
Make sure you explain, but don’t patronize.
Use illustrations wheneverpossible.

23. So what should I remember?

24. Remember this…
Preparation is the key.
Practice is the secret.
People are different.
Your sales will love you!

25. Offer me your questions!
Leiv Hendrickx– Techtomar
Twitter: @lajfi
E: leiv@techtomar.com
M: +32 468 202 797