do you have any tips or advices for me while preparing demos in saas??
bountyhunter
need tips for demos??
12
A little more context would be helpful to giving you relevant tips. Not going to get much value from this otherwise.
Exactly. What kind of demo? What problem do you solve for? Is the solution industry-specific? Do you have customer stories to weave in? Do you as the rep demo the solution, or do you work with an SC? What’s the goal of the demo?
How long is the demo call? If the qualification already done?
I do the following: Have a set agenda. Try to understand the use case. Be as relevant to their use case as possible. Take pauses, keep asking questions to make sure it’s a 2 way communication. Don’t get demotivated if some is not listening, asking questions or even yawning 😅
I do the following: Have a set agenda. Try to understand the use case. Be as relevant to their use case as possible. Take pauses, keep asking questions to make sure it’s a 2 way communication. Don’t get demotivated if some is not listening, asking questions or even yawning 😅
just trying to prepare one demo as training, thanks
All the best! All I can say it’s fun.
any sales position seems fun to me, especially higher roles
Like preparing for a demo? Or prepping a demo environment?
I would take time to think about “what are their pain points and how will i show them we can solve them?”
As well as:
“What are the key aspects of our platform that make us stand out that they NEED to see”
Another tip when demo’ing is to make sure you demo tells a story. Is there. Reason you are starting on one feature and ending on another? Make it clear how everything ties together.
I would take time to think about “what are their pain points and how will i show them we can solve them?”
As well as:
“What are the key aspects of our platform that make us stand out that they NEED to see”
Another tip when demo’ing is to make sure you demo tells a story. Is there. Reason you are starting on one feature and ending on another? Make it clear how everything ties together.
I’m a big fan of the rule of 3. Never more than 3 points of depth/ info on one segment/ feature, people tend to zone out after the third.
Also ask great qualifying questions, and face to face is always best (if possible).
Also ask great qualifying questions, and face to face is always best (if possible).
thanks
Need a ton for details.
If you can, split your demo calls up. Make the first call discovery and the second call a personalized demo. Makes it easier for you but you have to be tactful in the way you set the stage. If they join the first call expecting a demo and you don’t give them anything you won’t have a great chance at selling.
Yeah pretty hard to give advice without more details.
However, one that goes across any industry: Know your audience.
I mean this both literally (who is going to be there, what are their roles), but also figuratively (what do they care about, what were the expectations set, what are your competitors likely to show).
The biggest issue I see in demos is the good old 'show up and throw up' routine. That puts you as column fodder.
I've sold deals in CX SaaS software where we didn't even do a demo. But it's because I knew exactly who was going to be there, who was the BDM/TDM, what their biggest 1-2 issues were, and what the 'trigger points' were. You nail those, your job is 75% done. You won't always get all this info, but you need to try. Then frame your approach (and demo) accordingly.
Lastly, I always tell SE's (who would primarily be the ones doing demos in a SaaS business): at the end of the day, it doesn't matter how much 'cool' stuff you show. It's what they can understand and internalize into their own needs that is important. This might literally be just 1-2 main points. You need to conduct your demo so that you are always coming back to hammer on these points, whatever features/functions you are showing.
However, one that goes across any industry: Know your audience.
I mean this both literally (who is going to be there, what are their roles), but also figuratively (what do they care about, what were the expectations set, what are your competitors likely to show).
The biggest issue I see in demos is the good old 'show up and throw up' routine. That puts you as column fodder.
I've sold deals in CX SaaS software where we didn't even do a demo. But it's because I knew exactly who was going to be there, who was the BDM/TDM, what their biggest 1-2 issues were, and what the 'trigger points' were. You nail those, your job is 75% done. You won't always get all this info, but you need to try. Then frame your approach (and demo) accordingly.
Lastly, I always tell SE's (who would primarily be the ones doing demos in a SaaS business): at the end of the day, it doesn't matter how much 'cool' stuff you show. It's what they can understand and internalize into their own needs that is important. This might literally be just 1-2 main points. You need to conduct your demo so that you are always coming back to hammer on these points, whatever features/functions you are showing.
What is it that you sell?
Some great info in the academy, what are the main issues you are having?
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