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

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

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

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. Follow three simple guidelines to differentiate with credibility and boost your win rates. Don’t expect your buyers to walk away with that one differentiating value theme if you don’t hit them right between the eyes with a very simple message. Contact Proficientz to learn techniques for product presentations and demos that boost your credibility and your win rate.

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. 2. Use the Value Theme to Highlight Your Product Differentiation.

Demo 100

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

Innovatemap

In order to differentiate themselves from competitors, they needed user-focused designs that would streamline internal processes for program managers, and make them more efficient at their jobs. 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 40

How To Differentiate Your Product When Competitors Solve the Same Problems

Proficientz

I can even remember a time or two when we lost a deal because our attempts to differentiate with technical explanations made us sound like the worst solution. The easier way to differentiate your product and highlight superior value is to shift the value narrative from customer problems & features to customer outcomes. When I was doing pre-sales demos in a prior life, I used this technique all the time. Buyer perceptions are a dangerous thing.

B2B Product Manager Magazine December 2020

Proficientz

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. Shorter sales cycles and competitive differentiation. B2B Product Manager December 2020 Issue.

Why Storytelling Skills For Product Management & Product Marketing Are Essential

Proficientz

“80% of our customers are telling us that the customer experience has become their primary vector of differentiation because products and services commoditize so quickly theses days. CONTEXT! CONTEXT! CONTEXT!

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

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

Proficientz

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization. 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.

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

Proficientz

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization. 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.

3 Proven Ways To Help Your Sales Team Beat Quota

The Secret PM Handbook

We (the product managers) are the experts in our product: We know who it’s for, we know why it’s better, we know its differentiators, we know the stories of pain our prospects are suffering, and the glories of the successes of our customers. Making sure the pitching and demoing is about the prospect and her problems and not about the product. Co-opting product management into sales.

Product-Led Growth

Product Bookshelf

Bush provides a framework for deciding between freemium, free trial, and demo options. Choose between the free trial, freemium, or demo model. For differentiated companies, free trials and demos work well.

Demo 62

Introducing Milestone Analysis: Uncover the Moments That Create High-value Customers

Amplitude

Historical Count works by looking back at a year’s worth of historical data and differentiating whether events were performed for the first, second, or Nth time. Historical Count is more accurate than just differentiating between new and returning users. Here’s an example from our demo music streaming app, Amplitunes. If you’re new to Amplitude, request a demo today There are moments when a user falls in love with a product.

Product Training for Sales – More Buyer, Less Product!

Proficientz

This concept also holds true for salespeople who do product demos, with the understanding that a further level of product training is required. Contact us about our Positioning & Sales Enablement Courses that make it easy for your salespeople to sell differentiating value. Wealth made simple: news and articles from IRC Wealth.

Demo 100

Precision in the Language of Messaging

Pragmatic Marketing

“But it doesn’t help the customer understand our unique differentiator vs. any other option in the market.” “Our messaging/positioning leads to assets like product briefs, technical white papers and e-books, and demos that focus on product awesomeness. “Customer research and market analysis help to identify the unique pain points to develop the differentiated value proposition.

Precision in the Language of Messaging

Pragmatic Marketing

“But it doesn’t help the customer understand our unique differentiator vs. any other option in the market.” “Our messaging/positioning leads to assets like product briefs, technical white papers and e-books, and demos that focus on product awesomeness. “Customer research and market analysis help to identify the unique pain points to develop the differentiated value proposition.

What to Consider When Selecting a CDP Platform

Indicative

That centralized view is the defining feature of CDPs and what differentiates them from other similar data software (more on that later). From there, it’s important to be thorough in narrowing down your CDP vendor list— ask for detailed demos, proofs-of-concept, and even a trial.

B2C 64

Sales Team Missing Quota? It’s Not Their Fault

The Secret PM Handbook

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. Competitive information – key differentiators, hit sheets, pricing. With a good value proposition and good qualifying questions, sales engineers can create a demo that converts. Successful customers, quality product, but bad sales.

Demo 62

Enhancing Soundcloud’s Discovery Experience and Positioning through Content Categorization

The Product Coalition

Now let's see how differentiating tracks and mixes could enable Soundcloud to solve different problems and deliver highly tailored User Experiences in nearly every area of the product. There are a few things I think should be fixed apart from differentiating tracks and mixes.

The Seven-Part Guide to Portfolio Product Management & Marketing

Proficientz

The goal is to make sure sales dialogues lead with a strong vision and a differentiating value story that’s supported by all products. Short of doing their own demos, most salespeople don’t need a lot of detailed product knowledge. That way, when product experts are brought in to do product presentations and demos, they’ll know exactly what to aim for and how to hit the value target. Solution Demos vs. Product Demos.

What Makes a Great Software Product Manager?

Izenda

Company size differentiates the depth of thinking a product manager takes when developing the product strategy and roadmap. For more information, schedule a personalized demo below. Companies are like a puzzle. Each person plays an integral part in carrying out short and long term goals. In software development, a product manager is inherently the CEO of the product: the person who is responsible for strategizing and defining the product roadmap.

The Secrets of Highly Successful Sales People: Objection Handling

The Secret PM Handbook

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. And of course, if you have amazing features that are differentiating, you want to have stories about them as well. How to use better stories to overcome sales objections.

Demo 88

Do It For the Portfolio Instead of Every Product: Five B2B Product Management Best Practices

Proficientz

The goal is to make sure sales dialogues lead with a strong vision and a differentiating value story that’s supported by all products. Short of doing their own demos, most salespeople don’t need a lot of detailed product knowledge. That way, when product experts are brought in to do product presentations and demos, they’ll know exactly what to aim for and how to hit the value target. The Portfolio vs. Every Product!

B2B 100

How Technical Should Product Managers Be?

PMLesson's Ace the PM Interview

Ideally, you will get to a point where even if you have a non-technical background, you will have enough hands on experience with the technical product that you can give a meaningful demo to a customer. You also want to get differentiated data.

Managing Manufactured Products: Preparing to Launch

Mind the Product

Pilot units can be used most effectively for sales and marketing purposes: demo samples, collateral development, trade show inventory, and so on. I’ve never seen extra demo units go unused for long, and the cost of stocking out as you’re just getting your sales team and customers excited about trying out your product far exceeds the cost of some extra time and material spent in the pilot phase.

Demo 84

Stop Building for the Sake of Building

UserVoice

And even those sales folks who were begging for those extras may find your product has gotten too complicated to demo or has become confounding to prospects. And most importantly of all, an easy-to-describe product and differentiation allows consumers to more easily tell your story and help you create viral growth.”. More is better, right? The more stuff your product can do, the more markets and personas you’re satisfying.

Demo 100

Why B2B Companies Need Great Customer Experience to Win Market Share

Gainsight

Differentiate your business with CX. Depending on the product or solution, this can take the form of a staged online demo, sandbox environment, or live trial. Often these demos may be the first opportunity a brand gets to have a conversation with a prospective customer. The business-to-business (B2B) industry has recently undergone a massive evolution.

B2B 50

How Google Conducts User Research to Ensure Customer Loyalty

Usersnap

Such differentiation applies to any combo of Google fans or prospects. Google’s initial success proved familiar templates can differentiate through minutia; simplicity and brightness in their case. Contact us for a demo today. Google’s tech alone didn’t build them into a top company, User Research matters too! Creatively exploring market preferences is critical for success. Google first gained an initial foothold and held onto it through such evaluations.

UX 86

How to Use Micro-Interactions to Improve Website Experience

Usersnap

By the year 2020, customer experience will overtake price and product as the key brand differentiator, stated Walker Info. Sign up for 15-day free trial or get a personalized demo. According to ThinkJar ’s customer strategy research, 86% of consumers are willing to pay more for an upgraded experience. As a product owner, UI/UX designer or a marketer, we are all working to optimize the website experience and bring in more customers. But what defines a good experience?

Post-Pandemic Mobile App Improvement Strategies by Industry | Travel & Hospitality, Retail & Shopping, Food & Drink

Apptentive

Both apps are considered quick-service restaurants (QSRs), with one main differentiator: the first business relies heavily on the use of their drive-through option, and the second business offers drive-through service, but not as a primary offering.

Stop Selling Your Product, Start Selling Your Point of View | April Dunford | BoS USA Online 2020

Business of Software Conference

And you jump into a demo, and you demo all the features. For us, it works because it’s easy, we’re very comfortable with demoing features. What they’re doing is they’re teaching for differentiation. They’re teaching for differentiation.

Release Notes: June 2020

Amplitude

Visit our docs , or watch this demo to see how it works: Historical Count. Historical Count is more accurate than just differentiating between new and returning users. New in Analytics. New in Pathfinder. Available on the Enterprise, Growth, and Scholarship plans. Amplitude strives to deliver clear, actionable insights with every aspect of our platform.

Top 10 tips for developing high-performing product teams

Product Warrior

Celebrate at sprint demos. These tips specifically help to increase a sense of belonging for everyone on the product team which, according to Coyle, is the key differentiator. Time and time again, I see teams that have mastered the process around lean and agile product development fail see great outcomes. They might shuffle story cards and make sure they measure what they build, but still they fail.

Demo 40

Office 365 Performance Monitoring and Troubleshooting: What Microsoft Can’t, But eG Enterprise Can

eG Innovations

Performance monitoring that provides end-to-end visibility allows you to differentiate between problems that are in your network/domain vs. ones that are in the SaaS/cloud provider’s data center. Request a Demo of eG Enterprise ». Microsoft Office 365 is the Most Popular Cloud Service Today. A recent analysis by Skyhigh Networks on 27 million employees rated Microsoft Office 365 as the most widely popular enterprise cloud service by user count.

2019 Pendo Alternatives: 10 Reasons to Choose Gainsight PX Over Pendo

Gainsight

The only advice I can give is: read the reviews , read the comparisons , read the case studies , and demo everything. But you know what’s worse than spending time on demo calls? Schedule a demo of Gainsight PX or create a free account and see for yourself if this post is more than just marketing fluff. In the case of Gainsight PX vs. Pendo, this is another important differentiation. Evaluating software is tough.

Demo 46

Why This Global Disrupiton Is A Catalyst To Product-Led Growth

Gainsight

Reduce friction by aligning your product offering and GTM with a land & expand motion, differentiate by usage level as a gateway to value-added features that can purchase based on growing needs and product expansion strategy. Join us for a demo to see how we can help you today. 5 Ways to calibrate your product & GTM strategy with Product-led growth. It feels like someone pulled the plug on the world’s economy and we’re on the verge of a downturn.

B2B 40

Six Time-Saving Beta Testing Tips for Product Managers

Pragmatic Marketing

They contain a range of useful details, from your product’s target market, positioning, and differentiators, to its main features, functions, and themes. For a closer look into its time-saving features, schedule a demo today. This article is based on information provided in our webinar, Customer Validation for Product Managers , with Centercode CEO Luke Freiler. This article originally appeared on Centercode.com.