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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 MORE
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. MORE
As with any Free Trial vs Demo debate, the most immediate answer you can expect is “It depends.”. That is why we would recommend a mix of both a Free Trial and a Demo sales model when you are an early-mid staged company. What You Need To Know About Free Trial vs Demo. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. And while sales used the click-through demo to sell, we were busy delivering designs for new features that development continued building out to enhance the product’s functionality. Do not undervalue simple click-through demos. MORE
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. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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? MORE
It will boil down to an example from the current development status of SysMLv2 – something new – a live demo … Continue reading "MBSE is too important not to have a podcast". MORE
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. Demoing latest sports features X1 with legendary 49er Dwight Clark (Aug 2015) Below are three different ways to address the factors I’ve found to play a consistent role here. 3 Practices for Strong Product Demos 1. Demoing “What song is this?” MORE
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. Events Leadership Misc (and Just for Fun) Product Management Product Marketing Working with Sales behavior comp compensation demo marketing roadmap Sales sales tools sales trainingA few years ago, I was working for a large company here in Austin. MORE
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? MORE
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. MORE
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. MORE
A sales demo makeover…from tactical “day in the life of” demos to value storytelling that energizes executive buyers as much as it does users. B2B Product Manager December 2020 Issue. If you’re reading this newsletter, give yourself a big pat on the back. MORE
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. MORE
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. MORE
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. MORE
As most companies deal with leaner sales pipelines, your product demos are even more critical to making the shortlist. Join me for a 3-hour live (web meeting) demo workshop on November 12th. Product Demo Workshop November 12, 2020. This is NOT the reaction you want after a demo! MORE
Sales Demos: Selling Outcomes vs. Features. B2B Product Manager April 2021 Issue. This month we show a little love to those in senior product management roles with a focus on strategy, title inflation, and newbies to the VP role. MORE
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. MORE
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. MORE
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). MORE
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. MORE
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. MORE
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. MORE
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 MORE
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! MORE
We also examine product usability and its impact on revenue, plus sales demo tips. MORE
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. MORE
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 MORE
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 MORE
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. Troi decided that they would automate part of their sales demos. That’s when Troi’s team decided they could automate part of their software demos, enabling them to show off their product without any man-hours required. MORE
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. MORE
Demo Related Topics The Product Bistro
JULY 21, 2018
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.
Proficientz
APRIL 14, 2021
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.
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Mind the Product
MAY 30, 2019
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.
Mind the Product
FEBRUARY 23, 2021
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.
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Proficientz
JULY 9, 2020
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.
The Secret PM Handbook
AUGUST 18, 2017
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
The Secret PM Handbook
AUGUST 18, 2017
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
Userpilot
MAY 24, 2019
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.
Proficientz
MAY 24, 2017
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.
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!
|
Proficientz
FEBRUARY 25, 2017
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.
Proficientz
JULY 23, 2019
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.
Proficientz
NOVEMBER 2, 2017
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.
Proficientz
JULY 25, 2018
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.
Proficientz
JANUARY 26, 2018
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?
Proficientz
FEBRUARY 27, 2017
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.
Proficientz
MAY 24, 2017
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.
Proficientz
MARCH 10, 2017
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.
UserInterviews
MAY 20, 2020
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
Proficientz
JANUARY 30, 2018
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.
First Round Review
FEBRUARY 18, 2015
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
Proficientz
NOVEMBER 2, 2017
We also examine product usability and its impact on revenue, plus sales demo tips.
Proficientz
MARCH 9, 2017
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.
Proficientz
MARCH 9, 2017
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.
Userpilot
AUGUST 14, 2019
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. Troi decided that they would automate part of their sales demos. That’s when Troi’s team decided they could automate part of their software demos, enabling them to show off their product without any man-hours required.
Innovatemap
OCTOBER 31, 2019
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. And while sales used the click-through demo to sell, we were busy delivering designs for new features that development continued building out to enhance the product’s functionality. Do not undervalue simple click-through demos.
Userpilot
MARCH 25, 2021
As with any Free Trial vs Demo debate, the most immediate answer you can expect is “It depends.”. That is why we would recommend a mix of both a Free Trial and a Demo sales model when you are an early-mid staged company. What You Need To Know About Free Trial vs Demo.
The Product Coalition
AUGUST 14, 2018
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. Demoing latest sports features X1 with legendary 49er Dwight Clark (Aug 2015) Below are three different ways to address the factors I’ve found to play a consistent role here. 3 Practices for Strong Product Demos 1. Demoing “What song is this?”
ProductBoard
DECEMBER 6, 2019
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?
Inside Intercom
MARCH 2, 2018
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).
Product Beautiful
JUNE 8, 2014
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. Events Leadership Misc (and Just for Fun) Product Management Product Marketing Working with Sales behavior comp compensation demo marketing roadmap Sales sales tools sales trainingA few years ago, I was working for a large company here in Austin.
Proficientz
OCTOBER 20, 2020
As most companies deal with leaner sales pipelines, your product demos are even more critical to making the shortlist. Join me for a 3-hour live (web meeting) demo workshop on November 12th. Product Demo Workshop November 12, 2020. This is NOT the reaction you want after a demo!
CONTACT Software
NOVEMBER 13, 2020
It will boil down to an example from the current development status of SysMLv2 – something new – a live demo … Continue reading "MBSE is too important not to have a podcast".
Proficientz
DECEMBER 17, 2020
A sales demo makeover…from tactical “day in the life of” demos to value storytelling that energizes executive buyers as much as it does users. B2B Product Manager December 2020 Issue. If you’re reading this newsletter, give yourself a big pat on the back.
Proficientz
MARCH 3, 2020
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.
Proficientz
APRIL 14, 2021
Sales Demos: Selling Outcomes vs. Features. B2B Product Manager April 2021 Issue. This month we show a little love to those in senior product management roles with a focus on strategy, title inflation, and newbies to the VP role.
Proficientz
JULY 15, 2020
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.
Proficientz
OCTOBER 24, 2017
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.
Proficientz
OCTOBER 24, 2017
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.
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