fidelcashflow

Account Executive

Valued Contributor

How to run a mock demo with no context?

I have a final panel coming up and it seemed like there was no mock demo which was odd (agenda showed nothing stating there was a mock). I hopped on a prep call today and the recruiter casually threw in that I would be doing a mock with one of the panelists.

The recruiter provided no context so I stopped her and asked for clarification; Is this discovery?Is it straight to demo? Do I choose the context? She literally gave me nothing. She said oh just demo what you currently sell, it will be straight forward. The recruiter overall has been pretty bad but this is one of the most recognized and successful startups that everyone here knows and uses most likely.

My fear is jumping on the call and going straight to demo and then the panelist expecting discovery or vice versa. I always feel like my mock demos are bad even though I have gotten good feedback and job offers after them. Only one has rejected me before.

What is the best approach to this? Also, any general tips for mocks?

👑 Sales Strategy

🗣 Interviewing

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12 comments

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braintank

Politicker

4

Enterprise Account Executive

Reach out the panelist now and ask for better expectations.

Either that, or spend the first few minutes of the mock meetings "out of character" establishing what they want.

TennisandSales

Politicker

3

Head Of Sales

100% do not just jump in with no context. I would push the recruiter for details, or reach out to the panel myself. or send the recruiter and email that says "please forward this to the panel for clarification" and its an email you have written asking specific questions to make the demo more relatable.

jefe

Arsonist

1

🍁

I'd go with tank's advice here.

Going in blind will not go well.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Agreed, clarify/qualify up front, then go into the rest of the session.

fidelcashflow

Catalyst

2

Account Executive

*Update:
Thanks everyone for the feedback!
I reached out for clarification and the VP of sales said to not worry about it as we won't be doing a demo 💀 it went well!!

jefe

Arsonist

0

🍁

Nice!

Gasty

Notable Contributor

0

War Room Community Manager

good you did that!

ThatNewAE

Big Shot

1

Account Executive - Mid enterprise

I’ve given a few mock demos to be able to go live in the team.

Before the panel discussion, I send a mock lead / account that I’d be preparing on. I ask them their thoughts and if they’d want me to change the lead or account.

;If it’s a go ahead, I then go on with a mock scenario. But again, I make sure that I pass this through the panel before I really jump into it and start prepping up.

;I once had a feedback come in - They appreciated the fact that I passed the account details before hand through the panel. It showed them that I am serious about getting this right.

If you are not getting any support from the startup, set the agenda straight before the call begins. Tell them, given the scenario; I have prepared on this use case and I’d be demoing on the same. Leave no room for them to assume anything.

AnchorPoint

Politicker

1

Business Coach

I would point that out: demo without discovery is malpractice!

MrFinkle

Personal Narrative

1

Account Manager

Spend at-least the first 10-15 minutes or half the call on discovery before the demo if no additional context is provided.

DataSlangah

Politicker

0

SAE

It is easy to say do discovery, but are the panelists going to provide you with any problems. I would start with here are the typical problems I see my customers having - X,Y,Z, and the panelist should be able to pick up on that. Then do discovery around that and then tailor the demo.

Pachacuti

Politicker

-1

They call me Daddy, Sales Daddy

Mt demo always has discovery built in. I don’t think I have hit the end of my deck in a demo once in the last few years. We run out of time due the q&a going on.

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