Pachacuti

They call me Daddy, Sales Daddy

Do you do your own demos?

Just had a big thing in my company about Demos. In my current company we have 1 guy who does most of the demos. He's good, but its hard to schedule him, especially last minute.

In my previous company all Sales people were expected to do their own Demos. Sometimes a Sr Mngr would jump in if the client was BIG or a technical person would jump in if really needed for some off-the-wall integration, but for the most part the sales person did their own.

Both are SaaS companies.

Question - for those who actually have to demo their solution, do you do your own demo or does someone else do it for you? Do you like it that way?

Do you do your own Demos?

Attached poll

Yes, Sales is self-sufficient and performs Demos themselves No, Sales brings in a Technical person for Demos What I sell doesn't require a demo

*Voting in this poll no longer yields commission.

📣 Demos

22 comments

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jefe

Arsonist

🍁

I feel like you should have a fourth option wherein you bring in a technical person to assist.

AE + SE is often a win.

I'm in AI/ML/Data, and have a philosophy degree. Often my conversations require an actual domain expert to brought in at some point.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yes, I agree. I can do a quick overview of our solution, but the moment it gets into specific use cases or for a deeper dive, I'm out. Our SCs have a good deal of industry knowledge and/or worked for competitive solutions as well, so can bring additional value to the conversation. Not to mention for larger enterprises, having a second voice on a call can be a big positive.

TennisandSales

Politicker

Head Of Sales

I had to do my own demos for a few years and then when i started selling more enterprise solutions at a new company i had a Solutions Consultant that did the demos.

This was a GAME changer.

Her and I would connect before a demo and I would give my insight on what the prospect wanted to see. She would then suggest a demo path and then we would work together to tweak it.

This allowes me to observe more, and make sure that questions were answered, stop the SC and ask her to give more details ect. it has been REALLY nice.

CuriousFox

WR Officer

🦊

Ok so it's like this.

I can demo. However, I prefer to have an expert lead the way so they can answer all of the intricate IT shit that I don't know instead of me writing the question down and getting back to them later. I like to keep things moving.

cashmachine

Politicker

AE (Account Executive)

time kills all deals

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I can do a lot of the technical stuff as well but I like using an “expert” so the customer doesn’t think it’s all a sales pitch.

1nbatopshotfan

Politicker

Sales

I can comfortably do a high level demo, but partner with an SE because they are better and more technical than I am.

CuriousFox

WR Officer

🦊

🍸

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Soo, they are making one guy be the secret to the whole operation... what happens if he takes a vacation, gets sick, quits, develops glaucoma of the ass(can't see his ass coming into work), or just dies? Reeally solid plan for your company. Sounds like they don't like growth.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Its a pain. There are people who can step in (up) but they don't like to do it so getting them to help out can be a difficult, at best.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I just can't wrap my head around how that process could actually work. Like it takes the process out of your hands and then you get it back with missing pieces. Are you at least sitting in on the demo with them?

Pachacuti

Politicker

They call me Daddy, Sales Daddy

The solution I sell is quite technical and requires a high level of expertise and background. Our demo guy actually helped develop the software for a few years and has ~20years of software dev under his belt. And he happens to be decent at presenting.
That said, I have sat in a number of his demos so I could do about 80% of it after 6 months at the company.

TennisandSales

Politicker

Head Of Sales

yeah man having only one person that can do the demos is ROUGH unless your team is small haha

butwhy

Politicker

Solutions Engineer

You need another SE.

bandabanda

Tycoon

Senior AE Mid Market

Like, yesterday

Notmyrealname

Politicker

We do our own for the most part until IT start asking questions and then we bring in the technical guys.

BarefootDave

Opinionated

EAE

I do all of my own demos and only pull in SEs when necessary. IMO you should know your product inside and out, and be able to have conversations with your customers near their level. I have worked with other AEs in the past that would have an SE on every disco call, and I never understood why he was okay with not being self reliant. He didn't last long at that position...

nomdeguerre

Executive

Account executive

I think the AEs should be able to do a high level interest sparking demo. However, if you get into a real opportunity in the enterprise space then it’s better to have an SE do the in depth demo. The purpose of the first demo is just to get the customer thinking about how this could help them. The in depth demo is more like, ok how would this really work.

DungeonsNDemos

Big Shot

Rolling 20's all day

For most deals I do my own demo, but for enterprise level we often leverage SE help for hyper tailored demos

FoodForSales

Politicker

Glad I don't have to do online demos....that would be awful!

salezkween

Opinionated

Enterprise Account Executive

Demonstrating to Win! is my demo bible. I’ve reread it 3x. My team also uses Reprise to scale demos.

Kosta_Konfucius

Politicker

Sales Rep

SEs are there for a reason IMO, they shouldn't be the only one talking but they should be there and heavily involved

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Pachacuti

Do you do your own demos?

Do you do your own Demos?

22 comments

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