Train the Trainer

Introduction

The software demonstration continues to play a critical role in the software sales process. Unfortunately this great opportunity to convince the prospect all too often goes unrealized for the simple lack of good demonstration techniques. We invest person-months in training our sales teams in the technology and mechanics of the software product... but pay little if any attention to building top-notch presentation and demonstration skills.  WAMware is pleased to support its clients' expanded programs for demonstration skills training via this Train-the-Trainer program.

Scope of Work

• We believe a Train-the-Trainer session makes great sense, especially in geographies that we’ve covered quite well in recent years and where our client has strong regional technical talent with proven involvement in supporting prior workshops. There is an on-going need in many geographies to refresh past attendees and train new hires, and with this session this need can be very nicely handled by select in-place technical talent as part of their annual/quarterly objectives.

• Certification as a Demo Skills Trainer will be one more value added in the quiver of these regional technical talents, plus would ensure that Demo Skills remains an on-going critical-path program.

• Time investment for the student trainers is bounded to approximately ½ day prep plus 1 day for the Train-the-Trainer session.

• The Train-the-Trainer session includes:

  • review of WAMware Demo Skills lecture and workshop materials

  • mock hands-on workshop sessions to emphasize the tricks-of-the-trade in running the workshops for max benefit

  • discussion and examples of how to handle a variety of student personalities

  • controlling the flow and timing of the workshop

  • optimizing the benefits of role playing and peer critique

  • techniques for capturing video clips and group critique of same

  • certification of trainers by observing mock training segments

License of WAMware Demo Skills Materials

WAMware will provide to the client a perpetual license to its copyrighted Demo Skills lecture and workshop materials. These materials have been iterated over the past fifteen years and successfully used to train more than two thousand sales and application engineers at workshops around the world. License of Materials can be for use within a given geography or worldwide. License of Materials is a perpetual license and may not be sublicensed. Ownership of the Materials at all times remains with WAMware. Materials will retain the WAMware Copyright in their original and modified form.