Enterprise Sales 101 – Software Demos

I’m in enterprise software sales, and I often have people who have never sold anything, much less high priced software, tell me what I’m doing wrong. One of the most common things I get is an inexperienced executive trying to make changes to the way I demonstrate software.


For executives and budding Sales Engineers alike, here are a few things to understand about demonstrating complex software:
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Canon Service Sucks, Apparently


On July 4th I had a night shoot, and the next morning when I looked at my Canon 50mm f/1.2 L lens, it had condensation under the plastic focus indicator cover. I immediately sent it into thier New Jersey facility (Canon Factory Service Center 100 Jamesburg Rd Jamesburg, NJ 08831), and after about a week I am told that my lens will cost too much to repair.

Norris, a supervisor at their repair center, explained the situation to me thus:
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The AWESOME Heliopan Circular Polarizer

After going through several circular polarizers in the under $50 bracket for my 77mm threads (70-200mm f/2.8 IS USM), I took the plunge. Tiffen, Hoya, and all the other low-end suppliers, you know who you are. I wanted the best glass available to be in front of my 50mm f/1.2 and 70-200mm f/2.8 IS USM glass. To step up from 72mm to 77mm, I used the exceptional B+W Step Up Adapter. Even though I hate Adorama, I figured even they couldn’t mess up something made by B+W!

I got the Heliopan 707741 77mm Circular Polarizer, and OMFG, it is the shizzle (do we still say that?). This is a serious piece of optics (at $150), and I even insured it with all my other camera gear.

The first thing you notice is how strong it is. It is around +2.5, and I like that. I have fast glass so I can put this kind of filter on and not have it impact my shooting. Besides, you don’t use a CP in the dark! So here are a few images from my product blog:
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Birthday settings on the Canon 40D

A post in dpreview I responded to:

my brother has a soon to be 2 yr old son and he asked me to come photograph his 2nd Bday,, I do alot of Macro and Landscapes, rarely do things like this,, I’m looking for camera settings on this one,, I know what Kind of shots I want,, just settings,, I will have my 40D and a 430EX flash,, might mount it on my off camera Flash bracket and diffuse the flash with a Lumiquest Softbox,, then using manual settings use something like 1/200 with F13 at ISO 100 setting white balance to Florescent since this will probably be mostly inside,, might bounce flash off ceiling too if that looks better,, what would you do ???

Firstly, I’ll tell you that you’ll be doing a lot of eyes, so the flash should be as far away from the lens as is practical. A flash bracket is not a bad idea at all. I use the Fong diffuser, which is indestructible and can be used on the camera with no compromises (lighter, too!).

Settings…

Don’t shoot solely in JPEG, for all the normal reasons. But another reason is that you can later do some fantastic cropping of kids caught in pictures that be set aside as individual prints. You know, 6 kids in a picture, all are going to have different looks on them (the hams!)…

Setup your custom modes ahead of time, and include flash programming (if your flash allows this. my 580EXII does). I guess that is a ‘setting’, but moreover you will have no time to look down and do anything, as kids move fast.

I am a big fan of only the center AF point, and therefore P mode doesn’t apply. P mode will apply if you are shooting with all 9.

Have a C setting for outdoor fill, so that when they run outside you can simply change modes and not have to fuss. I find that I almost always have to work the 580 EX II manually (vs ETTL) when outside-especially if imperfect lighting conditions! Also, a diffuser won’t do its thing outside as there’s nothing to bounce off except the subject.

I would say that if I had my C progs entered and tested, I’d be free to concentrate on the subjects and the party without worrying about checking proofs as I shot (as much).

Sounds like fun! Don’t have too much ice cream-you’ll get a tummy ache! :)

Bogus Exception 8100000A