Product Demos: Selling Value in Spite of Product Deficiencies

Proficientz – Product Management University

When a prospect asks for a feature you don’t have, respond as follows: “We don’t have a feature by that name, but tell me what you’re trying to accomplish and I’ll show you know how our product handles it.” . 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.

Demo 100

Marketing doesn’t stop when you’ve acquired a customer

Inside Intercom

Bootstrapping “Product Education” When I first joined Intercom, my role didn’t really have a name. 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).” in Dublin to demo to three people in the Southern Hemisphere, we never missed a Wednesday demo.

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. 1 Name changed to protect the innocent.

More than just conversations: the next frontier of live chat for sales

Inside Intercom

With our Google Calendar Meetings app , your visitors can automatically book a demo with you right inside the Intercom messenger. That’s the case for Salesloft, where Intercom now drives 40% of their sales demos , an 8x improvement over their previous live chat tool. Sales has changed.

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The 5 Levels of Analytics Maturity

No Longer Cutting It While every user may not be demanding “analytics” by name, study. you develop more competitive applications: Watch a free demo of Logi Analytics FROM BASIC BUSINESS INTELLIGENCE REQUIREMENTS TO.

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

3 Simple Steps To Make Your Customer Stories 10x Better

The Secret PM Handbook

For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing.

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Demonstrating Solutions vs. Products

Proficientz – Product Management University

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. Create a two column spreadsheet with the name of each product in the first column and its primary purpose in the second column. 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 100

Demonstrating Solutions vs. Products

Proficientz – Product Management University

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. Create a two column spreadsheet with the name of each product in the first column and its primary purpose in the second column. 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 100

Announcing The Complete Guide to Using Chatbots for Sales

Inside Intercom

For instance, instead of having your top sales rep spend weeks chasing that big-name lead who landed on your website once, why not have a bot automatically engage with all qualified visitors and schedule demos for your sales team?

Demo 54

Launching A New Product? Don’t Forget The Rest Of The Company.

The Product Coalition

Do you have approval from legal and marketing for the solution/product name? Do you have compelling demos along with demo scripts? We all know one-size demos are not effective and not everyone is a great presenter.

Demo 114

Let’s formalize sales escalations

Under10 Playbook

That’s why many product managers get involved with roadmap discussions, technical demos, and answering RFP/RFIs. Product Demo Center. If your enterprise clients require a product demo, then treat it like a marketing program. Set up one or more demo centers with all the necessary equipment ready to go. Have a standard set of scenarios; avoid names like “Joe Customer” or “Marilyn Monroe” in the customer profiles.

Demo 100

What’s the difference between quantitative and qualitative research?

Userzoom

Every facet of UX testing was explained to me in detail, with practical examples and demos delivered along with a reading list of all the key UX texts. In my first few weeks of working for a UX testing company I was put under a rigorous training programme.

The Votes Are In: The Top 7 Wireframing & Mockup Tools for Mobile App Pros

Appsee

Balsamiq’s name is like Kleenex for tissue- it is a known veteran when it comes to wireframing tools. Take some time to peruse the websites, try any free trials or demos, and play around with the tools as much as possible.

How to Use the Client Profile Report and Export

Revulytics

Existing campaigns will be listed by their ReachOut ID and campaign name, any deleted campaigns will only include the ReachOut ID. Sign up for a free account to gain access to a Demo Product and explore this report using sample data.

Assembly required – 45 sales tools to build the ultimate tech stack

Inside Intercom

Knowing a prospect’s name or email is a great start, but these alone don’t tell you if that person or their company will be a qualified buyer for your product. With the Clearbit Reveal app for Intercom , we can uncover things like company name, location and employee count.

Demo 78

Agile at Scale – Outcome Driven (or Broken)

Tyner Blain

It was more than just incremental delivery, we really did incorporate agile principles like pairing and demoing, and engineering practices like automated build and test processes, code-reads, design for testing. Assigning the name of a good thing (like roadmaps) to the bad thing.

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Win the “Customer Value” Relay Race and Dominate Your Market

Proficientz – Product Management University

Do it early in the sales process and your presentations and demos will flat out “nail it.”. Wallet share is the name of the game! If you’re going to dominate your market, you have to make the customer organization measurably better at their business, from the top down. Products and services are the means to the end, but every customer-facing function in your organization plays a role in delivering customer value. It’s like relay race.

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 78

Sujan Patel on scaling growth with chatbots

Inside Intercom

” It just didn’t fit the name, and it wasn’t always who we intended to build it for, but we decided to double down anyways. This way, if we know they use G Suite we can skip any of the pre-qualification and get them to demo.

The ultimate marketing technology stack for 2019

Inside Intercom

Ask any marketer how they engage potential leads on their site, and they’ll probably say they’ve got it covered – maybe they have some forms people fill out when they want to talk to a sales rep or book a demo. In fact, it feels pretty old school compared to some of the names of this list.

The Design Sprint Process – 11 Reasons To Love It

UX Studio

In them, you and your team work very intensely together, hence the name “sprint”. Then present the different solutions in three-minute “lightning demos”. The sketches in a sprint don’t have the creator’s name on them.”. Downtown Budapest, 6 October, 21 degrees Celsius.

Before you go whaling – automate your sales follow-up for the long tail

Inside Intercom

” Personalize the message with variables: I use variables in my messages to add the lead’s first name and company name. I use case studies, demo videos and blog posts to show leads how easy it is to use Intercom and the results our customers have seen. It’s common sense but if I’m talking about our live chat for sales solution, I’ll share our customer story on how Salesloft saw an 8x increase in booked demos.

Six essential chatbot recipes for sales and marketing teams

Inside Intercom

For instance, instead of spending weeks and months trying to book a meeting with that big-name visitor who once visited your website, why not have a chatbot automatically engage with all qualified visitors and schedule meetings while they’re on your site?

7 Ways to Know That You Need a Head of Product

Mironov Consulting

Product names are unrelated, each has a unique pricing unit (per seat subscription, transaction fee, one-time fee) or licensing terms, and overlapping features slow down sales.

Understanding Enterprise Product Companies

Mironov Consulting

When working on mass consumer products (think FitBit or Facebook or teach-your-kid-to-code toys ), we will have large numbers of small purchases — too many customers to know each by name.

Need for speed: how to address leads faster with live chat

Inside Intercom

Contact forms still have their place, but there’s a delay between when someone fills out a “request a demo” form to when an SDR follows up. Our most successful customers use our bot, Operator, to automate the collection of contact information (email, company name and company size), while allowing their SDRs to build valuable relationships with prospects. In Sales, timing is everything.

Demo 79

5 Unique Challenges for Mobile Product Managers (and How to Handle Them)

The Product Coalition

Product demos. you name it. By Andre Theus, Vice President of Marketing at ProductPlan Being the product manager in any industry can be an exhausting undertaking. Most days you feel like this… Until you feel like this… Development meetings. Industry research.

Product Discovery vs Daily Business by Natalie Moschner and Giorgia Gabrielli

Mind the Product

We take our time on Crazy Friday once a month to do whatever we want, gather ideas, and ask the target group about their opinion. ? Ideation: Another Friday each month is named Product Friday.

UX 104

Taking Event Support from Sales Tactic to Product Strategy

Product Beautiful

So often, we see our role at a trade show as one of doing demos and talking up our product’s features. When you begin a demo, talk about the problem first. If they don’t, then demo the solution to a different problem.). By prefacing your demo with a conversation about problems (rather than leading with your product), you increase the likelihood of people being more open about their pain points. Events. It’s natural to dread them.

Telerik Retiring: Alternatives and Next Steps for Software Usage Analytics Customers

Revulytics

Take a quick look at our Product Tour for a high-level overview of the different reports available (you can also sign up for a Free Trial and then explore our demo data set in more depth). Gartner named Revulytics a 2017 Cool Vendor in Tech Go-to-Market. The Telerik Platform is retiring on May 10, 2018 (“retiring products that have served their purpose”).

Demo 54

A New Way To Delegate And Split Expenses: Fintech UX Case Study

UX Studio

Having gotten an opportunity to present their product at an important fintech conference in Amsterdam where they would reach potential partners, the Payment Courier team came to us to help them revamp their demo. The team already had a developed a demo which was a great foundation for us. We named them Fix Split and Flexible Split. In this project, we worked with and tested a detailed demo version. From the demo version to the final UI.

Demo 53

10 Hacks of Customer-Centric Enterprise Product Managers

Mind the Product

Instead, some product management organizations start defining imaginary personas and use cases – all in the name of customer obsession. Make yourself available for presenting roadmaps and product demos, help out with escalations or whatever else is needed.

Sales Days: 5 ways you can learn from your sales team

Inside Intercom

Regardless of department and tenure, it’s also always enjoyable to meet new people, put names to faces and build relationships outside of your usual team, especially in a growing company. Sales Days resemble a “learning-by-doing” approach, and in many ways it’s superior to reading up on internal docs or watching high level demo videos. Sales is a client facing role, meaning you are communicating with customers and potential customers on a daily basis.

Live chat for business: everything you wanted to know about live chat but were afraid to ask

Inside Intercom

A large portion of your website visitors who might buy your product are not finding their way to a contact form or demo request. Use real names and faces. Use real names and photos in your live chat tool, especially when initiating conversations.

Positioning with formulas

Under10 Playbook

The [product name] is a [product category]. You’ll have this at the ready when you write a media release, a sales presentation, a demo script, an ebook.

5 Things I Learned During The Transition From B2B to B2C

The Product Coalition

I remember spending hours (even days) with my business customers: conference calls, workshops, demo sessions, we had breakfasts together, went out to dinners, and most of that before they even became our clients!

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Creating ideal customer profiles

Under10 Playbook

Not just big names or whoever is interested. In the second column put the name of one of your best customers and put your worst customer in the third column. Analyzing past results to drive future successes may be the most important goal for today’s product leaders.

Why you Should Create a Person, not Just a Persona

Mind the Product

Take the user below, who unfortunately is not enough of a human to be graced with a name. You can keep the key demos the same, but make them as far from you as possible in subtle ways, so when dealing with them you don’t unconsciously associate them with yourself when using the persona. Sarah Collins is 26 years old. She graduated from Nottingham University with a degree in Communications and moved to London. She took a job as a social media manager for a small travel company.

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Product to Product: Rocketship.FM’s Mike Belsito & Michael Sacca on understanding users better

Roadmunk

Listen to the episode below: As we continue to explore the human side of product this season, we’ve paired up with Mike Belsito and Michael Sacca (same first name!), You give this person a name, maybe you even give this person a face. Surprise!