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.

Demo 247

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. Every product team can run great demos, no matter what the product. Demos Help us to Build Better Products. Demos Improve Stakeholder Relationships.

Demo 194

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Better Web Demos: Use These 3 Tactics

Proficientz

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

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.”

Demo 230

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.

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.”

Demo 195

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. Traditional software demos are fairly time consuming.

Demo 83

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 205

Overcoming Product Demo Objections

Proficientz

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

Three Product Demo Mechanics That Keep Buyers Engaged

Proficientz

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! Using Product Demo Themes to Improve Your Sales Win Rate.

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.

Product Demo Techniques: Telling Versus Selling

Proficientz

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

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

Proficientz

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

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 Presentations & Demos: How Credibility Boosts Your Win Rate

Proficientz

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

Using Product Demo Themes to Improve Your Sales Win Rate

Proficientz

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

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 141

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 85

Web Demos: Engaging An Audience You Can’t See

Proficientz

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

Customer Value, Underperforming Products, Product Demo Objections and More

Proficientz

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

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

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

Proficientz

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.

How Userpilot Enabled Troi to Automate their Software Demos & Saved Development Cost

Userpilot

Software demos are often seen as a necessary evil by SaaS companies, and the people who buy their products. The more prospects you have booking demos, the more salespeople you need. They aren’t going to remember everything you’ve shown them in your demo.

Demo 64

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

Proficientz

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

Demo 100

How Premium Demo Designs Enabled the 120WaterAudit Sales Team to Close Deals

Innovatemap

We partnered with the 120WaterAudit team to create a clickable prototype to show prospects during sales demos. While the screens were being used in sales demos, the development team was hard at work bringing those screens to life. Do not undervalue simple click-through demos.

Demo 52

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

Proficientz

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

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.

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 43

3 Practices for Building Strong Presentations

The Product Coalition

A Product Demo Field Guide There’s a few components to a product demo. Though after having delivered a hundred some-odd product demos, these “unexpected issues” have taken a much more predictable air about them for me. 3 Practices for Strong Product Demos 1.

Join us for a live demo of productboard!

ProductBoard

The year 2020 is upon us and product management has come a long way. We’re Lean, we’re Agile, we empathize with our users… But when you talk to product managers, you hear the same concerns again and again: Are we asking the team to work on the right features?

Agile 16

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.

B2B Product Manager Magazine July 2020

Proficientz

We’re also serving up helpful tips on delivering more valuable product integration, a simple recipe for business requirements, positioning and product demos. Better Web Demos: Use These 3 Tactics. The B2B Product Manager July 2020. We hope you’re enjoying your summer.

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

Situational Competitive Battle Cards: Why Sales Loves Them!

Proficientz

Years ago, when I was a pre-sales consultant (demo guy), our sales teams employed situational competitive tactics with a high degree of success. We always knew the desired outcome before the demo and “why” it was important to each prospect.

Demo 163

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

AMA with Cisco EVP and CXO Maria Martinez – Customer Success for Channel Partners

Gainsight

Get a personalized demo here. If you’re a Cisco partner or reseller, you won’t want to miss Cisco EVP and Chief Customer Experience Officer, Maria Martinez share strategies to make sure your company stays ahead of the game on customer success and experience.

Demo 52

Demonstrating Solutions vs. Products

Proficientz

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

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

Persuasion Tips: Pre-Handle Objections

The Secret PM Handbook

In a recent presentation I was demoing the latest version of a new product that was still in development. Because I’d practiced my demo (another key persuasion tip – practice!), (This is the third article in my Persuasion Tips series.).

Demo 212