Back when I was in tech sales, one of the activities that we had to perform was the team sales presentation.
This meant that at least once during the sales process, the sales rep and the presales engineer had to work as a team and make a joint sales presentation.
One piece of that presentation that required some coordination and work was the transition between speakers.
Like a pair of runners in a relay race, when we had a good handoff between the speaker and the presales engineer, we kept the presentation on target and moving forward seamlessly. When we had a poor handoff, however, the presentation ended up loosing momentum and gave our prospects the impression that we didn't know what they were doing. We didn't have control of the process.
Here's a simple tip to keep your team sales presentation moving forward seamlessly and in control.
Have the next speaker immediately just off center stage and ready to come up at the right time. This will minimize the uncontrolled, "dead air" time between speakers when you run the greatest risk of losing your group's attention.
As you can imagine, waiting for the next speaker to make their way from the back of the room to the front makes the entire sales group look unprepared.
However, if the next presenter is just off center stage and ready to go, then both presenters will give the impression that they know what they are doing and are in total control.
For additional tips on presenting as a team, see the Dale Carnegie article on conducting a team presentation.
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