Filth

Live Filthy or Die Clean

My CRO has a question: Tools for Demoing?

OK, I caught a post today from my CRO asking his "LI Friends" about tools for Demoing and I figured I may be able to get him more value from here (I know, more value than LinkedIn? BUT HOW?) here's his post:

I am looking to develop the product demonstration skills of our sales team. Specifically, the "Why?" of the demonstration.

What classes or tools would you recommend to turn our fantastic sales team into world class product demonstrators?

Hit me with any thoughts on the question or EVEN actual answers lol. Maybe you'll help me look good I know I'll at least get a chuckle from @oldcloser .

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

No "tool" is going to magically help bad demo skills and poor industry knowledge. Invest in those first. AND If you have poor listening skills, it doesn't matter how much you talk or what comes out of your mouth.

Your CRO is looking for a magic pill or silver bullet. What he's really saying is that he's a bad manager and is looking for a way to show he's a good manager without putting in any real work.

Sunbunny31

Politicker

Sr Sales Executive 🐰

A tool for finding value and providing your why (your solution) why (now)?
We used a document to script it out, answering the value prop and what's important to know about the solution and each feature shown.

And if we can't articulate the value in a feature, it may be table stakes that may need to be shown to check a box the customer has, but also may not need to be shown if it doesn't match a customer's specific use case.

Literally the tools were brains, a laptop, and MSFT Word.

CuriousFox

WR Officer

🦊

Old school. Respect.

oldcloser

Arsonist

💀

Yep- all of the above. This AI/Automation/ “fucking do it for me” thing just ignores one simple fact. You can’t get a good personality from a computer.

What the fuck happened to the art of “stand and deliver?” You do your digging, find the pain, then stand there as the second coming and solve the problem?

Charisma? Room-reading? Eye-contact? Humor that resonates? All of it can still happen virtually. Yeah @Filth I ain’t got shit for this one. Same reason you’ve survived as long as you have—- we all have. We have that thing that can’t be taught. Talent.

Filth

Politicker

Live Filthy or Die Clean

Yeah I see a lot of my thoughts coming out here. Wasn't sure if someone had something I could point CRO in the direction of. I think he's dealing with some other players on my revenue team that are very slow to learn the actual product and therefore fear the demo and are now bringing up the need for additional tools.
Like @oldcloser and @Sunbunny31 @Pachacuti and @GDO have said: Its about knowing how to talk and present to someone and really know how to listen for places the product solves or changes their process and practicing and trial and erroring until it feels natural - LIKE IT DOES FOR US PROS!

Appreciate all the input guys, now lets grab @CuriousFox and get shitfaced pre call block at the dirty dive bar that no-one else in the company know exists. See you at 9:07a. We're hitting the tequila hard!

CuriousFox

WR Officer

🦊

I'm down

Beans

Big Shot

Enterprise Account Executive

Figma for on rails demos is a decent tool before going all out with an SE.

Filth

Politicker

Live Filthy or Die Clean

Thanks, I'll put the idea in front of him before I tell him that no tool fixes people who aren't good lol.

Beans

Big Shot

Enterprise Account Executive

Extremely fair point, if the team can't be technical enough on an actual demo, giving them an on rails version is just going to be even worse.

Kosta_Konfucius

Politicker

Sales Rep

Good to know!

GDO

Politicker

BDM

This is not going to be popular but: role play it

Filth

Politicker

Live Filthy or Die Clean

RPing is still around b/c dammit it works. BEDROOM AND THE BOARDROOM!

TommyShelby

Good Citizen

Account Exec

Tango is a popular enablement tool that may help if AEs are having problems going through the product itself. If you’re looking for more tho, that’s a lot tougher.

Filth

Politicker

Live Filthy or Die Clean

Roger that - thanks Tommy I'll drop this to my guy and see if it helps.

Lurking

Account Executive

A great demo, is all about talk track and tiring features to benefit. Creating a script, with relevant benefit and high quality customer stories with real metrics to each section of the demo would be your best place to start.

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Filth

My CRO has a question: Tools for Demoing?

15 comments

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