A Better Approach To Demoing Can Turn Sales Around

PM Hardcore

A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.”

Demo 230

A Better Approach To Demoing Can Turn Sales Around

PM Hardcore

A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.”

Demo 195

A Better Approach To Demoing Can Turn Sales Around

PM Hardcore

A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.”

Demo 195

Overcoming Product Demo Objections

Proficientz – Product Management University

Product demo objections are a staple of the sales process in the B2B software business. Successful demos require that you master the art of making certain product deficiencies seem trivial in the grand scheme of the overall solution. The Playbook: The single biggest factor to overcoming product demo objections is to understand very early in the sales cycle the strategic goals of the executive buyers.

Demo 116

Why “Build or Buy?” Is the Wrong Question for Analytics

Watch a free demo WHY “BUILD OR BUY?” IS THE WRONG QUESTION FOR ANALYTICS Introduction.1 When to Build Your Own Analytics. 2 When to Buy a Bolt-On Solution. 6 When to Take a Combined Approach. 9 About Logi Analytics.

The role of product management in sales demos

Under10 Playbook

In some cases, it’s clear that the person doing the demo hasn’t prepared and is just following a canned script. In others, you can tell that they put a lot of time into tailoring the demo specifically for the client, but even then, the demo can often miss the target.

Demo 130

Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management

Proficientz – Product Management University

We also look at the benefit of using customer value themes to drive your sales demos and how they can improve win rates. Using Product Demo Themes to Improve Your Sales Win Rate. The post Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management appeared first on Product Management University. The B2B Product Manager Magazine January 2018 is now available.

Web Demos: Engaging An Audience You Can’t See

Proficientz – Product Management University

The #1 challenge with conducting web demos is the ability to read and engage an audience you can’t see. Is the demo going well? The key to reading a prospect you can’t see is to engage them in a discussion during the demo. Ideally, you should have some idea of what your prospects are trying to accomplish and why it’s important prior to each demo so you are prepared with a few discussion points.

Demo 100

Help! I’m demo boy for sales people

Under10 Playbook

And I wanted them to see the presentation and demo done correctly at least once. When it comes to product, get one of the sales engineers to deliver the presentation and demo. Or, Be careful what you teach your sales teams.

Demo 130

How to Package and Price Embedded Analytics

only see a demo and never actually use your software. Watch a Free Demo of Logi Analytics >. HOW TO PACKAGE & PRICE EMBEDDED ANALYTICS. Practical Frameworks to Monetize Embedded Analytics Table of Contents Embedding Analytics to Lift Value and Revenue.

Customer Value, Underperforming Products, Product Demo Objections and More

Proficientz – Product Management University

The post Customer Value, Underperforming Products, Product Demo Objections and More appeared first on Proficientz - Product Management Training for B2B. The B2B Product Manager Magazine May 2017 is now available. In this issue we examine the impact of a customer value culture, why products underperform and three steps to connect corporate strategy to product, marketing and sales execution plans.

Demo 100

Product Demos: Selling Value in Spite of Product Deficiencies

Proficientz – Product Management University

In a perfect world, you’ll always understand big picture business objectives before a product demo and you’ll invest your time on prospects that give you the best chance making the sale. If you need to make the shift from selling tactical products to strategic business solutions, contact Proficientz to discuss how our Product Demo Training Courses can help you shorten sales cycles, improve win rates and expand the deal size.

Demo 100

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Proficientz – Product Management University

We also examine product usability and its impact on revenue, plus sales demo tips.

Demo 100

Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017

Proficientz – Product Management University

In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling. The B2B Product Manager Magazine March 2017 is now available.

Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017

Proficientz – Product Management University

In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling. The March 2017 Issue of The B2B Product Manager Magazine is now available.

Marketing doesn’t stop when you’ve acquired a customer

Inside Intercom

Give customers the white glove treatment with live demos. “A demo allows the customer to see and feel how things will be better if they buy (and worse if they don’t).” Back when I started at Intercom, we made a point of inviting every single person who gave us their email address to a weekly live product demo(usually attended by anywhere from one to 50 potential new customers).

It’s time to get your Ph.D. in Sales Comp

Product Beautiful

We did a “lunch-and-learn” where we fed the team pizza and spaghetti, while one of our product managers did a demo of the product and talked about how it was complimentary to the products they were already selling into their accounts.

Demo 68

The Secrets of Highly Successful Products: The Sales Discovery Call

PM Hardcore

Then the sales person can talk about how we address those challenges, and schedule a demo to show how we address them. Would you like my team to show you how we address resource management in a demo next week?”

Demo 212

3 Simple Steps To Make Your Customer Stories 10x Better

PM Hardcore

For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing.

Demo 212

3 Simple Steps To Make Your Customer Stories 10x Better

PM Hardcore

For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing.

Demo 212

More than just conversations: the next frontier of live chat for sales

Inside Intercom

With our Google Calendar Meetings app , your visitors can automatically book a demo with you right inside the Intercom messenger. That’s the case for Salesloft, where Intercom now drives 40% of their sales demos , an 8x improvement over their previous live chat tool. Sales has changed.

Demo 91

Sprint Review Tips for Product Owners

Roman Pichler

More than one sprint review meeting I’ve attended was quickly over: A development team member demoed the functionality to confused looking stakeholders with the product owner in the background. The team demoes the product increment to you. Involve the Right People.

Demo 285

Visualize Work to Reduce Agile Meetings

Johanna Rothman

I mentioned how you could integrate the demo work into an iteration if you create a column for the demo. Here’s a picture of how you might create a kanban with a Demo state, just before the Done column. This Demo column on your board clarifies that impediment.

Demo 72

Win/loss analysis: the product marketer's most powerful tool

Under10 Playbook

Every deal the company won had one thing in common: the buyer participated in a non-customized demo in the company briefing center. The solution was to standardize the selling process around a standard demo. Have it always ready for a standard demo.”

Demo 130

A Day at Corporate

Under10 Playbook

The product managers certainly need to be there to make sure nobody makes any claims that must be supported elsewhere—such as the demo or on the ever-changing product roadmap; you need to make sure nobody is making any promises the products can’t keep. “A Day at Corporate” Analyzing the win and loss patterns at one company revealed that many deals were being lost during the software demo. 13:00 product demo by the corporate demo team.

Demo 100

Demonstrating Solutions vs. Products

Proficientz – Product Management University

Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. 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. Base the Demo on Job Tasks Instead of Features or Problems.

Demo 100

Demonstrating Solutions vs. Products

Proficientz – Product Management University

Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. 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. Base the Demo on Job Tasks Instead of Features or Problems.

Demo 100

Time You Spend in Agile Meetings

Johanna Rothman

A demo once every two weeks. (I I prefer a demo every time you release a story, but that’s me. If you use kanban, you might integrate a demo into the board. The last column on the right is the Demo column before Done. No demo meetings necessary.

Agile 66

The best way to support sales teams

Under10 Playbook

For many, this means supporting sales people on individual deals—such as doing presentations and demos or authoring RFPs. How often does a custom demo outperform a standard one? Could demos be put online in a video format? Should we set up a demo center?

Demo 178

Sales Team Missing Quota? It’s Not Their Fault

PM Hardcore

The sales engineers brought me in to help them articulate the product story better, especially for the demo. The sales process and demo were about us and our product, not about the prospect and their pains. Successful customers, quality product, but bad sales.

Demo 77

When should Product Backlog Grooming Take Place?

Roman Pichler

Note that this approach still assumes that you can collect the relevant feedback in the sprint review meeting, for instance, by carrying out a product demo, usability test, or solution interview. Option 1: In the Sprint Review Meeting.

Product Launch: Reducing the Product Manager’s Workload

Proficientz – Product Management University

It’s not nearly enough to make all the other factions self sufficient, so you continue to pay the price with everyone depending on you to do their job – sales demos, writing marketing materials, getting involved in customer support cases, etc. When do most Product Managers start thinking about the product launch? Many wait until the development process is nearing the end before bringing other departments into the fold.

Dos and Don’ts of Product Presentation

Craft.io

Use personal stories, product presentation examples and custom demos to convey just how great your product is. If you’re gearing up for your next product launch, you’re probably preparing a product presentation Powerpoint.

Plan with Problems. Execute with Solutions.

Ask Benny

There is sprint planning, a daily, a retrospective, and a demo. How to build a roadmap while staying agile and lean, and why so many product teams do agile wrong.

Agile 78

The Secrets of Highly Successful Sales People: Objection Handling

PM Hardcore

Likewise, showing the prospect a demo of your product that shows how it addresses their specific needs is great for reducing perceived risk. Asking good questions during discovery (see the previous article ) and doing a good prospect-focused demo will help reduce objections.

Demo 115

Video: How One Chief Product Officer Is Reinventing Product Management At Her Company

Product Talk

38:40 The value of weekly demos across self-organizing teams. A few months ago, I sat down with Hope Gurion, Chief Product Officer at CareerBuilder , to talk about her team, how they work, and how she stays current in the fast-moving world of product management.

Demo 130

6 Reasons Why Boston is a Great Place to be a Product Manager

bpma ProductHub

And with so many new innovations coming to the fore each month, Boston Innovators Group , Mass Innovation Nights , Boston New Technology meetup , and other groups offer monthly or quarterly innovation demo gatherings. Contributed by Steve Robins.

Powerful techniques for product launch

Under10 Playbook

When working with development, we have a set of requirements, we collaborate on the design of the solution, and then we accept completion of the features based on seeing them in a demo.

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Proficientz – Product Management University

Product Demos: Selling Value in Spite of Product Deficiencies. The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting unbiased customer feedback. View the April 2017 Issue. In This Issue: Blog: High-Octane Product Management.

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Proficientz – Product Management University

Product Demos: Selling Value in Spite of Product Deficiencies. The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting unbiased customer feedback. View the April 2017 Issue. In This Issue: Blog: High-Octane Product Management.