Question Me Softly
When you don’t know the answer immediately on a demo, this is your best immediate response notation.
"Let me find out"
The phase where the demoer aligns objectives, audience, and scope prior to demo, usually involves the AE and an SC or two.
Discovery Call
This former bartender has at least 2 tattoos
Sam Lynch
Our founding father
Allen Berg
Our largest user of collaborate, and the driving force behind most of the updates in the Submittals module
NAVFAC
When you don't understand completely, you should ask this type of question back.
Clarifying Question
This document is created after a discovery call, and should be signed off on prior to the demo
Demo Agenda
When not running after his kids, you can find this AE standing in or around Laurent's doorway; maybe his chair is broken?
Ryan Powless
Then, CMiC's first solution consultant, now CEO
Gord Rawlins
Our first client in the UAE
Alec
In order to illustrate or follow up on a question in real-time, it's best to ask the prospect for "this"; a real world example.
When you rehearse functionality, transitions, and timing before going live.
This AE's favourite sales tactic usually involves a form of "S*** or get off the pot" mentality
Peter Feldman
Dan McLaughlin
You can find Gary's bi-weekly meeting in Mark and Sunny's calendars
SpawGlass
Shifting the conversation to remove feature-focused questions in favor of value-impact questions.
Contextual Reframing
This type of demo is usually done when you show everything, but it's not specific to the client (Demo2Win)
Harbour Demo
This AE uses outlook to plan all aspects of their day, including "call railing guy to book demo" and "meal plan"
Sage Balakrishnan
Our go-to sommelier, after a hard days work of onsite demos. Now retired and starting his own wine line.
This client helped build our multi-currency functions; using CMiC not only in the US, but a strong presence in Europe too.
DPR Construction