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Question to AEs: Do you have demo run sheets?

I'm curious, do you (Account Execs) have a demo run sheet that you use to do a proper demo? Is there some sort of outline you have?


πŸ“£ Demos
4
Prizrak
Politicker
+6
Disruptor of worlds
My product has always been too diverse. I've always been more of a consultative salesman than a solutions based. That being said you practice practice practice. You know how many hours I've spent in front of a mirror? My friend is a voice actor and she asked if I literally script everything I say. The answer is probably yes. But only she could tell I was speaking from a script I had rehearsed. I asked how she could tell and she said it sounded too perfect, normal people don't speak like that. No one else has ever called me on it.
mistamor
Contributor
+4
VP of Sales
So would it be helpful if you just had "feature talk tracks" -i.e. let's say your product has 10 features, have a "script" and way to talk about it for each feature ? instead of a script from A-Z ?
Prizrak
Politicker
+6
Disruptor of worlds
It is kinda that. So it isn't a script per say, but hundreds of mini scripts I piece together based on the customer.
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BST
Contributor
+3
Account Executive
Super interesting. When you say practice - what do you mean? Are you practicing question and answer for discovery? Or are you just talking about practicing the actual demo itself?
Prizrak
Politicker
+6
Disruptor of worlds
I practice saying the same thing over and over like an actor running lines.Β 
BST
Contributor
+3
Account Executive
I usually tailor the demo based on the discovery so it changes from situation to situation. I try to standardize the discovery questions aspect as much as possible.
stanrym
Valued Contributor
+5
CEO
Can you post some examples of demo run sheets?
SaaSguy
Politicker
+5
Account Executive
My SE's run demos which is nice
mistamor
Contributor
+4
VP of Sales
What do your AEs do then?
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