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The Demo goes badly

The Product Bistro

A recent story about the original iPhone demo at Moscone center in SF, in early 2007 from the point of view of the engineers in the audience is particularly illuminating. PM Tales demoEvery product development project has a crucial milestone, the official demonstration. Sitting here on Memorial Day, watching Robocop, I realized that the demonstration of the ED 209 was like a lot of my own demonstrations. Enjoy.

Demo 190
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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? Time Your Demo.

Demo 130
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Sales Demos: Stop Using This Phrase

Product Management University

Sales demos are your best opportunity to shine because you have the numbers in your favor when presenting to an audience of multiple stakeholders. That brings us to the subject of credibility, especially during sales demos.

Demo 130
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The Worst Way to Qualify a Lead: Do a Demo

Product Management University

A product demo is not required for either. Not only is it not required, but a product demo too early on can do more to derail an opportunity than qualify it. Here’s the other trouble spot with demos right up front. Using Demos to Separate the Pretenders From the Contenders.

Demo 141
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Demo Content 101: How to Use It Correctly in SaaS

Userpilot

If you’ve ever signed up for a complex SaaS product, there’s a good chance you’ve seen demo content without realizing it. But where do you get demo data from? What is demo content? How to use demo content correctly. Demo content pitfalls to avoid.

Demo 80
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What Makes a Memorable Product Demo and Why is it Important?

Product Management University

Product demos are one of the most critical components of strong product marketing and sales for SaaS organizations. A great product demo creates an urgency to buy, while a bad product demo sends prospects running. What is a Product Demo? Product Demo vs. Free Trial.

Demo 130
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I Crushed the Demo and They’re Still Not Buying!

Product Management University

You did the demo too soon. Perception is reality and it’s highly beneficial to uncover what buyers perceive to be their ideal solution…before the demo! Once again, great demo, great fit, great enthusiasm but a dead end. Doing the Demo Too Soon. Product Demos

Demo 130
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A Better Approach To Demoing Can Turn Sales Around

The Secret PM Handbook

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.” After reviewing the current sales demo, and following several long discussions about how to sell (from me to them), I gave them two specific areas to improve. Go-to-market demo go-to-market

Demo 177
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SUNDAY REWIND: How to make a product demo that stands out

Mind the Product

In this Sunday Rewind post, we look back to when Oscar Santolalla offered engaging insights and practical advice on making a product demo that stands out. [.] Read more » The post SUNDAY REWIND: How to make a product demo that stands out appeared first on Mind the Product.

Demo 118
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Web-Based Demos Are Grounding Product Management & Product Marketing on This One Thing

Product Management University

In the enterprise B2B space, it’s hard to imagine a world where discovery calls and sales demos aren’t done via web meeting. And this… one demo a day, and lots of late night prep on planes and in hotels. Web Demos Are Killing Your Ability to do This! Product Demos

Demo 130
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Why Product Demos are so Valuable

Mind the Product

When you design and build a product, it is important that you regularly demo completed work with the team and key stakeholders. In Agile software development, so-called sprint demos are a key part of every iteration, but whatever product you’re building, be it an app, a website (or even a physical product), demos can be incredibly valuable. Every product team can run great demos, no matter what the product. Demos Help us to Build Better Products.

Demo 133
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A Better Approach To Demoing Can Turn Sales Around

The Secret PM Handbook

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.” After reviewing the current sales demo, and following several long discussions about how to sell (from me to them), I gave them two specific areas to improve. Go-to-market demo go-to-market

Demo 150
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A Better Approach To Demoing Can Turn Sales Around

The Secret PM Handbook

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.” After reviewing the current sales demo, and following several long discussions about how to sell (from me to them), I gave them two specific areas to improve. Go-to-market demo go-to-market

Demo 150
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Sales Demos: Selling Outcomes vs. Features

Product Management University

Business outcomes vs product features: how do your sales demos stack up? 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 141
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Sprint Review – Make it Much More Than a Demo…

Agile Velocity

And the event is “just a demo.” One of the best ways to make the Sprint Review much more than a demo is to make sure the team tells a good story. Only completed stories can be demo’d ” – If an incomplete story is at a point where feedback could be obtained, go for it.

Demo 88
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How to Make a Product Demo Video That Converts Leads to Customers

Product Management University

In B2B an effective product demo video can either make or break your sales pipeline. In this post, we’ll explain just how beneficial a product demo video can be and how to construct your demo to get the best results. What is a Product Demo Video? Plan Your Demo Video.

Demo 141
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Better Web Demos: Use These 3 Tactics

Product Management University

What are some tactics for better web demos that keep the audience more engaged? When it comes to web demos, you don’t have the benefit of reading your audience as you would in a face-to-face situation, even when everyone has their cameras on. Web demos are all about rhythm.

Demo 130
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The #1 Reason the Sales Process Stalls After a Demo

Product Management University

Why does the sales process often stall after the demo? The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. The post The #1 Reason the Sales Process Stalls After a Demo appeared first on Proficientz.

Demo 141
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Why The Product Demo Is a Dangerous Selling Tool

The Product Coalition

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.

Demo 134
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Overcoming Product Demo Objections

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
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Product Demo Discovery – Nail It With This Agenda

Product Management University

If you want to nail the product demo discovery meeting, it’s all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery. Uncovering that BIG WHY is the lynchpin to delivering a killer demo that energizes buyers.

Demo 130
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How Your Software Demo Can Make Your Product Sell Itself

Userpilot

When we say software demo, what comes to mind? The truth is, until recently, software demos were simply a way to show off your product to interested prospects. Why Your Traditional Software Demo Doesn’t Work. Which brings us nicely to your software demo, and why it’s no longer good enough. The traditional software demo presents several barriers when it comes to growth, and we’re going to cover those now… 1 – It Doesn’t Scale.

Demo 47
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Behind the Product: What to Do When Your Demo Cracks—Tesla Cybertruck

280 Group

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!

Demo 172
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3 Creative Ways to Learn New B2B Skills for Product Management, Product Marketing and Product Demos

Product Management University

Here are three creative ways to up-level the B2B value skills of your Product Management, Product Marketing and Product Demo teams and get them certified. . Product Management Course Product Marketing Course Product Demo Course.

Demo 130
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Product Demos Mistakes: How I Messed Up 30+ Product Demos as a Junior PM and How You Can Avoid It

Userpilot

Want to learn how to avoid common product demo mistakes? Definitely not the kind of questions you want to get in a product demo. But this was my reality when I first started giving product demos as a Junior Product Manager. I gave dumpster-fire demos.

Demo 69
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How to use Storytelling to Create Powerful Product Demos

Mind the Product

How can we draw on these insights and use them in product demos? The post How to use Storytelling to Create Powerful Product Demos appeared first on Mind the Product. Storytelling is a powerful communication device.

Demo 125
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That Pesky REQUEST A DEMO Button! Keep It or Chuck It?

Product Management University

That REQUEST A DEMO button on your website is offering demos to anyone who wants to see your products. You’re on the hook to give them a demo, and if they want to play hardball, they’re not the least bit obligated to tell you why they’re interested.

Demo 130
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Using Both a Free Trial and Product Demo — Benefits and Best Practices

Userpilot

When it comes to feature adoption , free trials and product demos are two tactics that companies commonly use to acquire new users. Combining free trials and demos can reduce the learning curve associated with complex software products. What is a free demo? Do demos alone work?

Demo 75
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Product Demo Techniques: Telling Versus Selling

Product Management University

When it comes to product demo techniques, there are two styles: telling and selling. The “telling” demo (stop me when you see a feature you like) won’t energize your buyers or set you apart from the competition. The “selling” demo energizes your buyers with a vision because it’s more about their business than it is your products. The “Telling” Demo. It’s more or less a rewind and replay for each demo.

Demo 100
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Three Product Demo Mechanics That Keep Buyers Engaged

Product Management University

Here are three product demo mechanics that will engage buyers into the conversation and produce more favorable outcomes. In sales situations, the goal of every product demo is to create an urgency to buy! The Playbook: Make Your Laptop the Teleprompter – Face-to-face demos, albeit rare these days, present a golden opportunity to build a stronger rapport with your audience. Using Product Demo Themes to Improve Your Sales Win Rate.

Demo 100
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How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Product Management University

We also examine product usability and its impact on revenue, plus sales demo tips. The post How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos appeared first on Proficientz - Advanced Product Management Training & Certification for B2B. The B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations.

Demo 200
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Product Presentations & Demos: How Credibility Boosts Your Win Rate

Product Management University

Product presentations and demos can be the determining factor in winning or losing a sale. Contact Proficientz to learn techniques for product presentations and demos that boost your credibility and your win rate. Using Product Demo Themes to Improve Your Sales Win Rate. Web Demos: Engaging An Audience You Can’t See. The post Product Presentations & Demos: How Credibility Boosts Your Win Rate appeared first on Proficientz.

Demo 109
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Combining Sales Demos and Customer Research with Jane Portman, Co-Founder of Userlist and Host of UI Breakfast

UserInterviews

You can do more than sell with a sales demo. Jane Portman walks through how to reposition demos as relationship building and discovery research opportunities

Demo 110
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Using Product Demo Themes to Improve Your Sales Win Rate

Product Management University

Product demo themes can improve your sales win rate. Here are three guidelines for creating and using demo themes to improve your sales win rate. Your demo themes will be more effective and more credible if they connect tactical departmental/user issues (addressed by your product) to big-picture strategic issues that are top-of-mind with executive decision-makers. The demo theme is the line that connects the dots. The key?

Demo 100
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Web Demos: Engaging An Audience You Can’t See

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
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Customer Value, Underperforming Products, Product Demo Objections and More

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
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Product Demos: Selling Value in Spite of Product Deficiencies

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

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.

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Your Product Demo Sucks Because It's Focused on Your Product

First Round Review

Demoing products is Rob Falcone's bread and butter. Now he wants to pass the wisdom of his experience along so others can demo better

Demo 57
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How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Product Management University

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

Demo 100