unclespacejam profile picture
unclespacejam profile picture

unclespacejam

ur dad’s brother

Politicker
Catalyst
Valued Contributor
+8

Revamping my demo

this one's for the full cycle squad out there

recently I've been feel like my demo is "good" but could use some improvement or maybe a total fucking overhaul

I've spent so much time over the last year heavily focused on transition to enterprise, sharpening the skills of multithreading in larger orgs and the project management that comes along with that.

 as a result I've not had as many at-bats with the demo as I used to take and it's just feeling a little stale lately but I know I can get this thing running much better

what are you guys doing lately that is hitting really well with your ICP?

any specific framework for demos that you follow? specifically aimed at enterprise financial services, if that helps

hit me with your best recos and hottest takes
📣 Demos
🏬 Enterprise Sales
✍️ Sales advice
11

25 comments

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oldcloser
Arsonist
3
💀
I’m a big fan of the mental illustration segue game, focused on prospect pain, like this: You’ve set up the show, done your intro, started to talk, clicked a few clicks, connected a few features to the problem you’re solving, then stop cold and ask the question you know they’ll answer yes to:

So can you see how this {makes pain go away for all in the room}? YES, UNCLE! WE SEEEEE!

“You’ll {assumptive compared to you’d} never hear anyone in the building say {A} again, right?

Here are 3 more things nobody will ever say
1. I wish I didn’t have to X
2. Wouldn’t it be more cost effective if Y
3. Our margins would so much be better if Z

…just draws in your audience and builds momentum toward an organic close.
unclespacejam
Politicker
4
ur dad’s brother
Precisely the kind of thing I’m looking for here. Thanks @oldcloser

Just wanting to get a sense of what a masterful demo really looks like, this gives me some great material to work on.

Is there anything you’ve found online that you’d recommend reviewing/ imitating? (Recorded demos, etc)

I don’t have anyone in my company to really base my shit off of. Everyone is either technical or not in sales where I work.
oldcloser
Arsonist
0
💀
TBH, this is the one part of the craft I’ve never struggled with. There are YouTube demos on freaking everything. I’ve never found one I thought it would be worth mimicking. I did see one live that I try to emulate if the audience is right.

Dude was pitching a martech thing with a radius map and 1 pin illustrating the prospect. The heads started to bob as the solution was illuminated. Then, dude stops and says- “so you’re getting it, yes?” Audience says yes. Dude says “but there’s one problem with this.” Crowd gets quiet. Dude clicks and the competition’s sticks show up in the radius. Dude goes into full horror movie mode and says, with a sacred to death look on his face, “We’re not alone!!!! We’re not alone!!!!.”

Audience laughs and dude goes on with dissecting the competition with the solution. The room was fucking riveted. The deal was sold right in there somewhere. It was just freaking masterful.

The best technical demos still need to connect on a human level. Get a heartfelt laugh and you’re that much closer.
unclespacejam
Politicker
2
ur dad’s brother
This give me some good direction. Thanks OC
oldcloser
Arsonist
1
💀
No way that anecdote connects to what and who you’re selling, but you’re well capable of some animation. It I were da coach, I’d encourage you to use it. I love that you’re trying to push from good demo to off the charts great demo. You go!
unclespacejam
Politicker
2
ur dad’s brother
💪🏼💪🏼💪🏼 just tryin my best
oldcloser
Arsonist
2
💀
One more very loosely related thing. Ever see Up In The Air with George Clooney? Full on illustration throughout the movie of good vs great sales narrative. Worth the watch if you’re up to it. $4 on Netflix
unclespacejam
Politicker
2
ur dad’s brother
Saw it when it hit theatres way back. But I’ll give it another go. Thanks for the reco
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
What kind of demo are you giving? Are you alone, or do you have a Sales Engineer with you?
Gasty
Notable Contributor
3
War Room Community Manager
Also, what are you selling and who are your ICP’s?
If its a heavy(complex with multiple features) tool then probably going over those products would take most of your time, if the tool is less complex then a lot can be changed in the demo.
unclespacejam
Politicker
1
ur dad’s brother
Selling into banks, life insurance cos, intermediaries. It’s a platform, has several modular components. So dependant on what the customer/ what we think they need, it’s either medium complexity to high complexity
unclespacejam
Politicker
2
ur dad’s brother
Flying solo on these. When needed I’ll bring in SME from VP level to chime in on their area of expertise. But I’m always driving.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Something I’ve seen people struggle with in solo demos is getting stuck in feature/function rather than illustrating the solving of the issue, andshowcasing the unique way your company/solution solves the problem they’re facing, because it’s really easy to head down a path of “I’m showing you all the cool things this can do” rather than staying focused. You won’t have that second voice to reel the conversation back, nor are you that second voice. I really like oldcloser’s examples. You will have to coach yourself to be focused and direct.
unclespacejam
Politicker
3
ur dad’s brother
The thing I’m gathering the most from you and @oldcloser is really that “less is more”, as in being more prescriptive and putting the emphasis on connecting to their desired outcome.

I think my knee jerk reaction when I start to get into the weeds is to get technical about the product and deep into cool features and shit.

Am I making sense here?
unclespacejam
Politicker
3
ur dad’s brother
Forgive me for getting overly tactical here, but does this mean you would actually demoing less of the product you’re showing and bouncing back and forth between a deck/ talking about business pain and connecting back to outcomes?
oldcloser
Arsonist
2
💀
Hashtag trustthebunny. Yep. WIFM
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Stay focused. Less is more! You can always provide a second “deep dive” meeting if you have people who need to see more, but definitely tie back into outcomes.
Justatitle
Big Shot
1
Account Executive
what dept. in financial services? IT, Marketing, Finance???
unclespacejam
Politicker
1
ur dad’s brother
I tend to go in through Ops and/or Sales but most cases with then spread through IT, marketing, distribution
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
This is a good discussion question but hard to answer without more context.

Are you telling a story and including them in the vision? That’s my biggest advice. The customer should feel like they already own it.
unclespacejam
Politicker
1
ur dad’s brother
What info do you need for more context?

Intentionally was keeping some details vague to try and stay anonymous
wolfofmiami
Opinionated
1
🐺
Focus on building the pipeline and fact finding
wolfofmiami
Opinionated
1
🐺
Only reason why you’re getting emotional, pipeline ain’t big enough
unclespacejam
Politicker
2
ur dad’s brother
Pipeline is fat as fuck rn. No problems there. Just feeling like my demo hasn’t been landing as well as I want it to
IIWII
1
Account Manager
Demos should be overhauled every quarter- don't be aggravated- just get it done. You'll close the sales. Don't want to do it every quarter- Get foundation pieces, mix in customized pieces for that fat pipeline customer to which you're presenting. You'll see those pieces will overlap to other customers and can be reused, with minimal tweaking. It's about the money. If you have a stale demo, it'll show.

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