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Recorded demos

Do y'all send out recorded demos or require them to be live? My company doesn't allow us to record and send out demos, but I get the request a lot from prospects. I get why we don't allow it, but I also think it's a pretty reasonable ask from customers. Thoughts?

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13
Smithy
Politicker
+4
Director of Sales
I get where you're coming from but as @Donniedarko you want your demos to be specific to your prospect's needs/problems.

I think a happy medium is a quick overview/highlight video on your product page that whets the appetite, that you can direct prospects to if they won't commit to a demo. 
HarryCaray
Notable Contributor
+14
Regional VP
Yeah for sure, and we do have marketing materials like that on the website.  I think where some of it comes from is trying to reduce not having a sales rep involved in any internal discussions they're having while looking at the product, while also encouraging more interactions to maintain momentum.  
Smithy
Politicker
+4
Director of Sales
In that case, it may be worth you making a short video for them on bombbomb etc on the one element of your platform that you have identified that would help them from your DISCO and using that as your hook for the full walkthrough?
Savagedoge
Politicker
+7
Account Executive
I don’t know about recorded demos of they’re not specific to each customer/prospect. What I do though is send a recording of a demo to them so they can refer back to it or share internally. I’m also able to track when they’re clicking on the link so I can follow up at the right time.
HarryCaray
Notable Contributor
+14
Regional VP
What do you use to track the link clicks?  That seems like something I should look into.
Savagedoge
Politicker
+7
Account Executive
The conversation intel tool that records my meetings has this functionality to do that. Happy to talk if you wanna. 
Full disclosure: I work for the said conversation intelligence tool
TheQueenofDiamonds
Valued Contributor
+4
Account Executive
I like the control of the call, so don't send recorded demos, i do send recorded follow-ups though.  Works for me 
taylor
Opinionated
+2
Enterprise Sales Executive
Can you go into more detail here? What do you mean by recorded follow-ups?
TheQueenofDiamonds
Valued Contributor
+4
Account Executive
Recorded recap after the demo, with specific points that were discussed 
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overheard_sales
Politicker
+5
CEO - Overheard_Sales
I prefer to do them live, but then send the recording after. might as well let them share it around to get some momentum! 
HarryCaray
Notable Contributor
+14
Regional VP
I agree, but my only hangup there is potentially getting the response "we don't need another all at this time, we've got the recorded demo and we'll get back to you if we need anything." or something like that.  You see where I'm coming from?
ARRisLife
Politicker
+3
Account Executive
^ that's not a result from sending the recording. That's a direct result of not the right work being done earlier in the process- you haven't found enough pain, your selling below the power line and haven't built any relationship.


Don't mean to sound harsh but that's the reality.
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CuriousFox
Arsonist
+10
Senior Account Executive
Live demos for the interaction. 
HarryCaray
Notable Contributor
+14
Regional VP
Yeah that's definitely my position, and I don't want them looking at a demo without me, allowing them to poke holes in it or ask questions internally without me there to answer or put their concerns to bed.
DadFather
Politicker
+4
Enterprise Account Executive
Live demo to hear/see reaction and guide the conversation. I ask to record the meeting and then will send it out for review (if it goes well). 
HarryCaray
Notable Contributor
+14
Regional VP
"if it goes well" is a great call out haha.  Guess it wouldn't be great to send out a recording of a bunch of people hating on the product.
beachNsales
Politicker
+3
Account Executive
I think the first time they really see the product should be live, then its great to send short version demo follow ups
HarryCaray
Notable Contributor
+14
Regional VP
definitely live for the first one.  Do you have a canned shorter version that you use for the follow up recorded version?
beachNsales
Politicker
+3
Account Executive
I have 2 or 3 generic ones I have to set in my library to use. But with loom or vidyard, its so easy to make a 3 minute video sharing your screen, I will usually record a new one so I can personalize it to the prospect and use their name. 
HarryCaray
Notable Contributor
+14
Regional VP
I'm thinking a lot of this is going to be product specific.  Our system is so complex and spans across so many different departments that it would be tough to whittle it down to a shorter, more easily consumable video version.  So many different routes we can go in the demo org, and no 2 demos are the same.  Maybe that's why we operate the way we do at this company.  Our shortest first-time live demos are rarely less than an hour long.
Wolf
Opinionated
+2
Account Development Executive
Once you give them a recorded demo, you have lost the battle already in my opinion as they have what they need. There always needs to be a challenge or an ask with regards to your prospects to give you something in return for something else.
HarryCaray
Notable Contributor
+14
Regional VP
That's good perspective.  Should always try to get something in return.  This for that kinda thing.  Thanks for the input.
Wolf
Opinionated
+2
Account Development Executive
You're welcome! 
rekled
Opinionated
+2
Strategic Account Executive
I was thinking the question was recording the "live" session for the participants that were unable to join. But, your point is well taken and something I had not thought about before. Hmm... food for thought fer sure. 
Wolf
Opinionated
+2
Account Development Executive
Happy it helped!
CaneWolf
Politicker
+11
Director of Business Development
Back when this applied to me, I loved recorded demos. They can be very helpful with folks:

-Who are super early in the process
-Struggling conceptually with the genre of products they're in (think first time ERP buyer)
-Who probably aren't qualified
-Needing to take something to a boss to show that they're trucking along

Also, if you have a massive product that can be demoed for endless hours, it can provide some basic context before you do more catered demos.
HarryCaray
Notable Contributor
+14
Regional VP
All great points, thanks!
softwarebro
Politicker
+4
Director of Sales
Prospects have to earn a demo. (By satisfying our buying requirements) we would waste a lot of time demoing to everybody who wants to kick the tires 
Salespreuner
Big Shot
+11
Regional Sales Director
For us, live has done good deeds. 
Chep
Politicker
+8
Business Development Representative
Ours is automatically recorded and I just ask the prospect before starting if that's alright with them
slaydie
Politicker
+3
Account Executive
We record our calls/demos via Gong but I don't send them out to customers. I think maybe once someone asked for the recording for a colleague and that was fine, I sent it. But I don't make a habit of it, would prefer to go over things again on a call if they want.
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