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!
Product Management University
JANUARY 8, 2024
For all of you pre-sales solution consultants and sales engineers looking for new ways to differentiate your demos, step away from your products for a quick minute. That’s the simple secret to setting yourself apart from the competition in the sales process, especially the product demo. Here’s how to do it.
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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
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. Also, resist the temptation to load up the proverbial school bus with solution consultants!
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.
280 Group
NOVEMBER 27, 2019
As I watched the Tesla Cybertruck demo literally shatter right before our eyes the other night, I confess I had some sympathy for Elon Musk. You’ve stretched your development team to get it done, you’ve practiced your script, you’ve run through the demo a dozen times—it’s all working! You’ve planned this for months. I’ll wait….
The Product Coalition
MARCH 13, 2022
Many startups feel that the only thing preventing them from selling their product is a great demo. In fact, if you rely on your demo too much, you won’t be able to sell at all. Here’s how to use your product demo smartly, and avoid demo abuse. When people see a demo, you have immediately framed the discussion around it.
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