Demo Related Topics 
Product Management University
MARCH 23, 2023
If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. The telling demos are more like an introductory training class on the product versus a sales presentation.
Product Management University
MAY 24, 2023
If you’re a solution consultant (SC), sales engineer (SE), or any other role that does sales demos, there’s nothing more uncomfortable than going into a demo and not knowing what you’re aiming for. Qualifying your account executives prior to the demo is a practice that’s beneficial to everyone, including the buyer.
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Product Management University
JANUARY 9, 2025
Successful sales demos ultimately come down to showing users how youre going to make them quantifiably better at their job and doing it in ways that have measurable strategic value to their organization at the executive (buyer) level. Keeping your would-be users in their comfort zone should be top priority in every pre-sales demo.
Product Management University
FEBRUARY 21, 2024
Competitive demos are stressful, especially when you’re operating on very little knowledge or hearsay information about your competitor’s weaknesses. That gives you the perfect opening to attack their strengths when you’re doing highly competitive demos, especially when their weaknesses aren’t show-stoppers. There’s no answer for that!
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Product Management University
AUGUST 6, 2024
When it comes to presales demos, the endgame is to advance the sales process to the next stage. But there’s a common gap that exists in most presales demos, and it not only takes the impact out of your value story, it also erodes your differentiation. The flow of your demo narrative (the top-down version) would go something like this.
Product Management University
DECEMBER 5, 2023
Here’s a simple three-step approach for your product demos that will help you sell solutions versus products. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived.
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Think about it: with outbound prospecting, requests from management, scheduled demos, and inbound calls, chaos can quickly work its way into your strategy, deeming a “speed wins” selling mentality downright ineffective. The bottom line is that, in B2B sales, speed is useless without control.
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