Introductions, workshop goals and personal presentation challenges.
A short opening presentation or demo from each participant, with initial feedback.
Understanding the customer’s priorities, audience and buying decision.
Defining the key message, customer value and intended next step.
Structuring the presentation or demo around a relevant customer workflow.
Practical exercise: develop the outline and opening for your own customer meeting.
12:30–1:30 p.m. · Lunch
Day 1 · Afternoon
1:30–5:00 p.m.
Delivering the presentation and demo
Explaining the solution in clear language linked to customer needs.
Selecting relevant examples, evidence and product features.
Using slides and live demonstrations to support the story.
Working with voice, pace, pauses and confident delivery.
Coordinating account executive and Sales Engineer roles and handoffs.
Presentation practice: deliver a short section, receive feedback and practise the improvements.
Day 2 · Morning
9:00 a.m.–12:30 p.m.
Engaging buyers and handling questions
Review of Day 1 and the improvements participants want to make.
Checking understanding and adapting to different buying-committee members.
Listening, clarifying questions and responding concisely.
Handling objections, interruptions and requests outside the agreed focus.
Managing demo problems and questions that need specialist follow-up.
Buyer-meeting practice: present or demonstrate a solution, respond to questions and refine your approach.
12:30–1:30 p.m. · Lunch
Day 2 · Afternoon
1:30–5:00 p.m.
Final presentations, feedback and action planning
Refining your presentation or demo using the feedback received.
Delivering a complete short customer presentation or demo with buyer questions.
Receiving structured feedback on relevance, clarity, delivery and teamwork.
Repeating a key section to put the feedback into practice.
Summarising customer value and agreeing a useful next step.
Personal action plan: agree two improvements to apply in your next customer meeting and how progress will be reviewed.
Each morning and afternoon includes a short break. Practice groups and timings are agreed so everyone can practise, receive feedback and repeat a key section.
Tailored to your team
We agree the goals, learning outcomes, audience, real situations and activities before delivery. Both workshops combine skills development with rehearsal and feedback; experienced teams can spend more time practising real situations.
Useful preparation: An approved presentation, proposal or technical specification; intended audience and decision. Approved demo environment, buyer use cases, presentation materials and product evidence.
For demo practice, bring a familiar working demo you are authorised to share, with access and sample data ready. Client specialists validate technical and product content.
Delivery options: two consecutive days, two spaced days or four half-days following the sessions above. Timings are agreed with you; spaced sessions allow workplace practice between meetings. These are private team workshops; public workshops retain their advertised duration.
