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. 3 Tactics to Make Your Web Demos More Engaging. Dispense with company overviews and “all about us” slides at the beginning of the demo and start with a single slide summarizing objective of the demo.

Demo 100

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. Product Management Playbook Positioning & Sales Enablement

Demo 116
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

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. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine October 2017 is now available.

Demo 200

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 to Package and Price Embedded Analytics

To get the position right, you’ll need to do some research into the main user classes that make up your customer mix. only see a demo and never actually use your software. In meetings, adjust the position of the dots. are positioned in your Packaging Decision Framework.

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. Stress-Out Your Buyers (a little) For More Effective Product Positioning. Using Product Demo Themes to Improve Your Sales Win Rate. Web Demos: Engaging An Audience You Can’t See. Product Management Playbook Positioning & Sales Enablement

Demo 109

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. Blog Positioning & Sales Enablement

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. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe B2B Product Manager Magazine May 2017 is now available.

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. Blog Positioning & Sales Enablement

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. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning

Demo 109

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

Proficientz

″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none” last=”no” hover_type=”none” link=”” border_position=”all”][fusion_text]. We also examine product usability and its impact on revenue, plus sales demo tips. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning

Demo 100

Enhancing Soundcloud’s Discovery Experience and Positioning through Content Categorization

The Product Coalition

Customizable tabs for a better UX Another idea is to let artists and labels customize a CTA: Labels could have a “Send demo” button to receive and manage demos in a single place instead of managing them by email or messages.

Scaling and Positioning Sprout Social’s Product Marketing Team

Pragmatic Marketing

Patrick Cuttica , the public-held company's director of product marketing, discussed scaling and positioning a product market team , especially in a growing organization, during an AMA that originally appeared on Sharebird —the place to see how people at top companies do product marketing. Cuttica positions his team by instilling from the beginning the ethos of "Do great work and be great partners to work with.". He also positions the team to be product experts. "In

Scaling and Positioning Sprout Social’s Product Marketing Team

Pragmatic Marketing

Patrick Cuttica , the privately-held company's director of product marketing, discussed scaling and positioning a product market team , especially in a growing organization, during an AMA that originally appeared on Sharebird —the place to see how people at top companies do product marketing. Cuttica positions his team by instilling from the beginning the ethos of "Do great work and be great partners to work with.". He also positions the team to be product experts. "In

Product Positioning Strategy In Economic Volatility: Lessons From The Obviously Awesome April Dunford

Gainsight

April Dunford sat in the back of a marketing class at Northwestern University in Chicago, where her professor gave an example of a product positioning statement. ” It was then that April realized nobody knew how to answer the question or create a formal marketing positioning statement.

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. Our mission was to help 120WaterAudit position themselves as thought leaders, and provide them with digital tools to work and sell more effectively. 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

B2B Product Manager Magazine October 2020

Proficientz

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!

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. Blog Positioning & Sales Enablement Strategy & Product PlanningB2B Product Manager December 2020 Issue.

Why Storytelling Skills For Product Management & Product Marketing Are Essential

Proficientz

Granted, it might not be feasible to create a story like the one above for every scenario, but a few strong examples will usually be enough to establish a solid foundation for building, positioning, selling and deploying the solution. CONTEXT! CONTEXT! CONTEXT!

Product Led Growth: Your Job Just Got Bigger or Changed Completely

Proficientz

With very few exceptions, there are no RFPs, no sales demos, no contract negotiations, no training, no implementations, etc. Forget about the sales playbook, battlecards, presentations, demos and collaterals.

B2B 141

Positioning For Growth: How To Make Complex Products Obviously Awesome | April Dunford, Ambient Strategy | BoS USA 2019

Business of Software Conference

In this BoS Talk April shows you how important positioning is to your product and how you can be doing yourself a great injustice just by positioning incorrectly. April Dunford (Founder/CEO, Ambient Strategy) – Positioning for Growth: How To Make Complex Products Obviously Awesome from Business of Software Conference. Positioning. This is a talk about positioning one of the most misunderstood concepts in marketing, in startups, in business.

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

Business of Software Conference

This is a talk about positioning, but a little bit more about how you communicate your positioning or share your positioning. And you jump into a demo, and you demo all the features. So let’s start with the positioning, like what exactly is level jump?

Your Products Have a Gazillion Cool Features! So, What Are You Selling?

Proficientz

If you want to create your simple value story and the supporting product demo to go with it, contact us about a hands-on workshop (via web meeting) or enroll in Product Management University On-Demand and learn whenever and wherever it’s convenient for you.

Demo 141

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. But we do know the general types of issues that arise, and we can position our presentations in a way that doesn’t allow these issues to unhinge them. 3 Practices for Strong Product Demos 1. Powered on, plugged in, with the demo up?—?standing

Your Products Have a Gazillion Cool Features! So, What Are You Selling?

Proficientz

If you want to create your simple value story and the supporting product demo to go with it, contact us about a hands-on workshop (via web meeting) or enroll in Product Management University On-Demand and learn whenever and wherever it’s convenient for you.

Demo 130

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. Portfolio Product Management is a set of business practices that drive the collective priorities and positioning of all products based on customer outcomes with the highest “measurable value.” The B2B Product Manager July 2020.

How to Create Business Requirements That Improve Marketing & Sales

Proficientz

It’s important to understand industry best practices here before you build or position a solution. These user scenarios and features also get repurposed to become your product demos with the above business dialogue as the front end of the story. Product Management Playbook Market & Customer Insights Positioning & Sales EnablementHere’s how to create business requirements that boost your marketing and sales proficiency.

How to Create Business Requirements That Improve Product Marketing & Sales Proficiency

Proficientz

Here’s how to create business requirements that help product marketing and sales do a better job of positioning and selling value. It’s important to understand industry best practices here and what customers are thinking before you build or position a solution. These user scenarios and features also get repurposed to become your product demos with the above business dialogue as the front end of the story.

Today’s Product Manager vs. 20 Years Ago | Great Sales Discovery | Avoiding Buyer’s Remorse Acquisitions

Proficientz

This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts. Product Presentations & Demos: How Credibility Boosts Your Win Rate. Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine July 2018 is now available.

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. Product Management Playbook Positioning & Sales Enablement

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. Product Management Playbook Positioning & Sales Enablement

Demo 100

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

Proficientz

Product Demos: Selling Value in Spite of Product Deficiencies. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe 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.

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

Proficientz

Product Demos: Selling Value in Spite of Product Deficiencies. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe 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.

Product Training for Sales – More Buyer, Less Product!

Proficientz

And yet, they’re still challenged to articulate key value points that hook a prospect and position your products in a manner that’s compelling. This concept also holds true for salespeople who do product demos, with the understanding that a further level of product training is required. Chances are your salespeople will hear several of the scenarios you’ve covered during the training and can position your solutions appropriately.

Demo 100

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

Proficientz

The marketing and sales enablement function has three goals: Create a corporate résumé (positioning) that communicates your strategic value to the market in the customers’ vocabulary. Do it early in the sales process and your presentations and demos will flat out “nail it.”. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Product Development & Delivery Roles & Responsibilities

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. I think we all now have a clear understanding of your product, its pricing and competitive positioning, and how it can help the company. A few years ago, I was working for a large company here in Austin.

The Art of Developing Your Launch Strategy

Actuation Consulting

Sales tools, demos, and training requirements – How will you equip your sales force to clearly communicate your product’s value and uses? Agile Disruptive product Innovation Launch Marketing MRD positioning statement Product Launch Product Management product manager Product Marketing Product Owner Product Teams Strategy Take Charge Product Management Launch strategy product launch strategy

How To Differentiate Your Product When Competitors Solve the Same Problems

Proficientz

When I was doing pre-sales demos in a prior life, I used this technique all the time. Your positioning has to help customers envision greater success with your products versus the alternatives. Learn how to differentiate your product or better yet, create outcome-based solution positioning and get all the tools to implement it. Sign up for THE ART & SCIENCE OF POSITIONING SOLUTIONS. Blog Positioning & Sales Enablement

Persuasion Tips: Have A Goal

The Secret PM Handbook

The goal can be positive or negative, and you can have more than one. This was the demo I mentioned earlier. I had a secondary goal during my demo as well. There were parts of the demo that showed up rough spots in the product. Understand and articulate what you’re trying to achieve. This article is a follow-on to my overview article on persuasion tips for product managers.). Every presentation or opportunity for persuasion has a goal, or possibly a few goals.

Demo 163

Solutions Marketing vs. Product Marketing: One Big Difference

Proficientz

Positioning. Product positioning in one form or another is problems, features and benefits with a narrative that targets users more than any other audience. Solution positioning is the buyer’s (decision-maker/influencer) version of a value story, their vision for success. Industry context makes solution positioning even more credible. The difference is the magnitude of the problem addressed with product positioning only, versus solution positioning.