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

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

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

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. Blog Positioning & Sales Enablement

Demo 100

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 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

Why “Build or Buy?” Is the Wrong Question for Analytics

position of either rejecting your users’ needs or ripping out. 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.

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

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

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.

Demo 52

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

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.

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

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

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.

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.

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.

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. Positioning. So positioning is not the same thing as messaging. There’s positioning.

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.

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. Sign up for THE ART & SCIENCE OF POSITIONING SOLUTIONS.

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

How to Achieve Product-Led Growth [+Webinar]

280 Group

If the prospect agrees that you can potentially serve their needs, they respond to your Call to Action , which guides them to take the next step to learn more–typically getting more in-depth information, or perhaps scheduling a demo or conducting some evaluation of your product.

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.

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.

Demo 212

Why this 15 months old startup, Locale.ai didn’t build the product for the first 6 months #BuildingMVP

NextBigWhat

We demoed that to get some PoCs with top delivery startups in India. Positioning. 9/10 Validating v2: I started our cold outreach & doing demos of v2 while the team got down to building! Lockdown helped us do ~70 demos in 2.5

Demo 52

The Secrets of Highly Successful Products: The Sales Discovery Call

The Secret PM Handbook

This helps us understand the position we have in their brain.). Then the sales person can talk about how we address those challenges, and schedule a demo to show how we address them. Would you like my team to show you how we address resource management in a demo next week?”

Demo 212

Trailblazing Women in Product Management: Denise Hemke, VP, Analytics Product Management and Strategy at Workday

280 Group

So, I threw my name into the hat for a position on the product team and the rest is history. You can do this with designs and clickable demos—to some degree. This is a positive trend, and I’d love to see more of it.