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As an AE: How tech savvy do you have to be in order to demo your product and sell?
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Depends on the product obviously. My product is actually super technical since it is a foundational piece of an IT stack. I can demo like 3% of the total functionality, and I have worked here for 5 years lol.
I have great SEs who take care of that.
I have great SEs who take care of that.
Agreed- totally depends on your product and who you're selling to.
I have a more complex product so we use Solutions Engineers to demo- but if you have something that's easier to use it would probably be really easy to build some credibility to be able to toss something up on a screen umprompted and give them the ol' hey I'm not technical and I can do this so you can too talk.
I have a more complex product so we use Solutions Engineers to demo- but if you have something that's easier to use it would probably be really easy to build some credibility to be able to toss something up on a screen umprompted and give them the ol' hey I'm not technical and I can do this so you can too talk.
Nailed it. Word for word.
Of course totally depends on the product.
Ha! Very interesting. Our product (cloud based AR w/ computer vision) is complex but anyone can demo it, that is the entire point.
Thanks for your insight super interesting comment
Ha! Very interesting. Our product (cloud based AR w/ computer vision) is complex but anyone can demo it, that is the entire point.
Thanks for your insight super interesting comment
I think having the general skill of demoing is good, but as other posters have said, if its super technical you are are best sitting on the sideline and letting your SE speak 1v1 with your prospect. Pretending to be technical when you are not will just destroy credibility with your prospect. They may actually be refreshed when you say "I don't know that".
Depends on the product and the audience. We demoed at a place and we have SEs for demos at the place i am currently, totally different products and tech stack/needs. So really does depend.
2nd factor the audience-
C level, sales, etc, paint the picture and they get it, questions are high level and better and can answer (relatively easily) about what the product does for the business
IT- all they want to do is stump you to show you they are superior, also would you like to see their server room?
2nd factor the audience-
C level, sales, etc, paint the picture and they get it, questions are high level and better and can answer (relatively easily) about what the product does for the business
IT- all they want to do is stump you to show you they are superior, also would you like to see their server room?
Accurate.
Like most people are saying: if it’s a simple product you should be able to demo it with a week or so of practice.
more complicated products just take a nap and let your SE talk about your endpoints.
more complicated products just take a nap and let your SE talk about your endpoints.
You need to know enough to get a next meeting set with your engineer/specialist.
I think having the general skill of demoing is good, but as other posters have said, if its super technical you are are best sitting on the sideline and letting your SE speak 1v1 with your prospect.
Bus Dev Manager is a cushy role....kind of like being a kindergarten teacher. You keep a steady production line of grads coming through and getting promoted. Easy to hit target, the odd stumbling block teaching them how to pour without spilling, or not to run with scissors...
My Advice, take the AE promo and then go back for SDR manager understanding both sides of the coin will be key to a successful career and will also open up far more opportunities later down the line.
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