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Competitive Demos – How to Attack Your Competitor’s Strengths

Product Management University

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!

Demo 130
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Product Demos: Avoiding the Trap of Telling vs. Selling

Product Management University

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.

Demo 243
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Product Demos: How to Sell Solutions Versus Products

Product Management University

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.

Demo 130
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Qualifying Your Account Executives Before a Demo

Product Management University

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.

Demo 147
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Best Practices for Accelerating the Sales Process

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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The 3 E’s of a Great Sales Demo – A Chain Reaction

Product Management University

When all three of these factors are present, it’s going to be a great sales demo. There are a lot of steps in the sales process that can make or break a deal, but buyer politics aside, the demo is the biggest hurdle to clear because the product is the centerpiece of the evaluation. The 3 Es of a Great Sales Demo 1. Here’s why.

Demo 130
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How to Create a B2B Sales Demo Script

Product Management University

Sales demos are one of the easiest ways to boost your credibility with prospects and customers. A good sales demo creates that critical moment of differentiation that makes your product the obvious choice in a sea of competitors. What is a B2B Sales Demo Script? How to Create a Sales Demo Script. Create Scenarios.

Demo 130