Smithy
Politicker
5
Director of Sales
I get where you're coming from but as @Donniedarkoย 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.ย 
HarryCaray
Notable Contributor
0
HMFIC
Yeah for sure, and we do have marketing materials like that on the website.ย  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.ย ย 
Smithy
Politicker
0
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
Tycoon
4
Account Executive
I donโ€™t know about recorded demos of theyโ€™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. Iโ€™m also able to track when theyโ€™re clicking on the link so I can follow up at the right time.
HarryCaray
Notable Contributor
2
HMFIC
What do you use to track the link clicks?ย  That seems like something I should look into.
Savagedoge
Tycoon
2
Account Executive
The conversation intel tool that records my meetings has this functionality to do that. Happy to talk if you wanna.ย 
Full disclosure: I work for the said conversation intelligence tool
TheQueenofDiamonds
Big Shot
2
Account Executive
I like the control of the call, so don't send recorded demos, i do send recorded follow-ups though.ย  Works for meย 
taylor
Executive
0
Strategic Account Executive
Can you go into more detail here? What do you mean by recorded follow-ups?
TheQueenofDiamonds
Big Shot
0
Account Executive
Recorded recap after the demo, with specific points that were discussedย 
taylor
Executive
2
Strategic Account Executive
Are these pre-canned? Is it a snippet of the call recording? I meant can you go more into the process here -> this seems really badass.
TheQueenofDiamonds
Big Shot
2
Account Executive
Just a quick 2 min screen plus camera recap of the demo.in addition to summary in email. Very effective, when it comes to multiple stakeholders. Takes almost no time to record and very impactful. Hope it helps you too, give it a try โค๏ธ
taylor
Executive
1
Strategic Account Executive
I would upvote this 10x if I could. Thanks queen.ย 
CuriousFox
WR Officer
2
๐ŸฆŠ
Live demos for the interaction.ย 
HarryCaray
Notable Contributor
0
HMFIC
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.
overheard_sales
Politicker
1
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!ย 
HarryCaray
Notable Contributor
1
HMFIC
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.ย  You see where I'm coming from?
ARRisLife
Politicker
0
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.
HarryCaray
Notable Contributor
0
HMFIC
Wow ok making some pretty broad assumptions here.ย  This is a discussion about the pros and cons of a particular strategy.ย  Not really necessary to come here and act like some kinda badass.ย  Trust me, I'm doing well.ย  Was just asking for opinions on one area and the thought behind doing one thing vs. the other.ย ย 

Don't mean to sound harsh, but that's the reality.
ARRisLife
Politicker
0
Account Executive
First off no badass here @HarryCarayย Apologies if the tone in that response came off as condescending, I assure you that was not the intention at all.ย 

I'm gotten smoked in more than my fair share of deals- and specifically have experienced that type of response. The 'we have everything, we'll get back to you' blow off response.ย  Looking back at all that I lost it was usually one or a combo of those factors that I outlined before.ย 
HarryCaray
Notable Contributor
0
HMFIC
I appreciate you clearing that up.ย  Thanks for your input here.ย  I'm definitely interested in hearing more thoughts on this topic because it's a common question that comes up and I'm honestly torn on how I feel about it.ย ย 
ARRisLife
Politicker
0
Account Executive
Let me take a stab at the original question. So I've never actually had someone request a recorded demo in leu of doing it live.ย  I imagine that would probably set off a couple flags for me as to the seriousness of the project. Idk what you solution is but ours in generally a pretty big investment between our product, implementation and all the time the client puts in over the course of the project so that just gives me some leverage to put back to them later.ย 


We have a handful of what we call demo teasers on our site/youtube. They're about 5 minutes long, and I actually use them to help qualify sometimes. Our typical issue is that our prospects are coming in hott looking to get right into demos so we can sometimes get some pushback as we want to have at a minimum 1-2 calls for us to do discovery and then segway into a demo. If this isn't done properly, it probably feels like a rep just interrogating them but the idea is we're providing some value as well.ย 

Anyways- so if we're getting a tough time getting commitment for discovery, I'll say well hey I totally understand you want to get your eyes on the product, we have a couple high level videos on the site, I'll send you over the links. If you're interested in taking a deeper dive and letting us set up a custom demo for you, we're going to need another call so we can help suss out what's most important. Often times the things they want to see are table stakes so it helps us steer towards our real value adds or if we dont think we're a fit we bounce out of it.ย 

To your original question, I'd probably respond with- "hey look we could send you a demo but to be honest it probably won't be that valuable as we wont be able to know what's the most important for you. In our experience doing this live are the most valuable so we can pivot to things that matter to you and make sure we're actually showing you things that you care about. After all you're making a big investment, the least we can do is make sure we're supporting you in the process"ย 

Perhaps your counter to your leadership is having a couple very general short videos that you can use to tease and gauge interest.ย 

I'm curious in your perspective- those that ask for recorded demos, do you think they're legit good opportunities or window shopping? Or perhaps the first question back is- can you help me understand why you don't want to do it live? is scheduling all the right people too difficult or is it xyz?ย 

Last point- I almost always record them when we do them live- so i don't mind sending a copy for review after but never in stead of doing it live first.ย 
DadFather
Politicker
1
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).ย 
HarryCaray
Notable Contributor
0
HMFIC
"if it goes well" is a great call out haha.ย  Guess it wouldn't be great to send out a recording of a bunch of people hating on the product.
beachNsales
Politicker
1
Sales Manager
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
1
HMFIC
definitely live for the first one.ย  Do you have a canned shorter version that you use for the follow up recorded version?
beachNsales
Politicker
0
Sales Manager
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.ย 
HarryCaray
Notable Contributor
1
HMFIC
I'm thinking a lot of this is going to be product specific.ย  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.ย  So many different routes we can go in the demo org, and no 2 demos are the same.ย  Maybe that's why we operate the way we do at this company.ย  Our shortest first-time live demos are rarely less than an hour long.
Wolf
Opinionated
1
Commercial Account 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
0
HMFIC
That's good perspective.ย  Should always try to get something in return.ย  This for that kinda thing.ย  Thanks for the input.
Wolf
Opinionated
0
Commercial Account Executive
You're welcome!ย 
rekled
Opinionated
0
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.ย 
Wolf
Opinionated
0
Commercial Account Executive
Happy it helped!
CaneWolf
Politicker
1
Call me what you want, just sign the damn contract
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
0
HMFIC
All great points, thanks!
softwarebro
Politicker
1
Sales Director
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 tiresย 
Salespreuner
Big Shot
0
Regional Sales Director
For us, live has done good deeds.ย 
Chep
WR Officer
0
Bitcoin Adoption Specialist
Ours is automatically recorded and I just ask the prospect before starting if that's alright with them
slaydie
Big Shot
0
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.
MR.StretchISR
Politicker
0
ISR
I donโ€™t know about recorded demos of theyโ€™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. Iโ€™m also able to track when theyโ€™re clicking on the link so I can follow up at the right time.
4

Video or no video during demos on zoom?

Question
11
7

Pitch decks in demos

Discussion
18
Slides/ pitch decks in demos?
60% Yes
40% No
47 people voted
9

Do you do your own demos, and why or why not?

Question
11