Category: Product Demos
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Jobs To Be Done (JTBD) – The Foundation for Great Presales Demos
There are countless tips and tricks that make for great presales demos. But there’s one foundational tactic that’ll set you up to crush your demos and further amplify the finer tips or tricks you wrap around it. Typical Presales Demo Formats Most presales demos fall into one of two formats. The most common is a […]
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Product Demos: How to Sell Solutions Versus Products
Here’s a simple three-step approach for your product demos that will help you sell solutions versus products. It’ll make differentiation easier and improve your sales win rates. In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented […]
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Use This Jobs Dashboard For More Successful Sales Demos
Successful sales demos ultimately come down to showing users how you’re going to make them quantifiably better at their job and doing it in ways that have measurable strategic value to their organization at the executive (buyer) level. But it’s a lot easier said than done. Keeping your would-be users in their comfort zone should […]
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If It Doesn’t Have Customer Value First, FAHGETTABOUDIT!
No matter what role you play—product management, product marketing, sales, customer onboarding, or account management—if your starting point isn’t quantifiable customer value, fuhgeddaboudit! Nothing else matters. Period. End of story. I know firsthand how easy it is to get caught up in your own goals—corporate goals, sales targets, marketing KPIs, retention quotas. Before you know […]
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Presales Demos – The Missing Value Link That Connects Tactical & Strategic
When it comes to presales demos, the endgame is to advance the sales process to the next stage. At a minimum, that means you’ve made the shortlist. Ideally, you’re the preferred solution. The easiest way to get there is to show how your solution makes users quantifiably more successful at their job in ways that […]
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Competitive Demos – How to Attack Your Competitor’s Strengths
Competitive demos are stressful, especially when you’re operating on very little knowledge or hearsay information about your competitor’s weaknesses. Here’s the thing about focusing on your competitor’s weaknesses. Just like you, they know their own shortcomings and there’s a good chance they’ve been schooled on how to neutralize them with some clever positioning or avoidance […]
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How to Be The Solution Consultant You Love Buying From
For all of you pre-sales solution consultants and sales engineers looking for new ways to differentiate your demos, step away from your products for a quick minute. Sure, the product is what prospects are buying in the literal sense, but with few exceptions, the biggest thing that’ll differentiate your products and your organization in the […]
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The One Thing That Simplifies Sales Enablement Most
Nothing eludes the ripple effect of your product management model, and sales enablement is no exception. Sales enablement encompasses a lot, but there’s one thing that still matters more than anything else when you’re a salesperson in the throes of the sales process. It’s the conversations you’re having with buyers at all levels, from users […]
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Bridging the Gap – Strategic vs Tactical Customer Discovery
Market and customer discovery is the single most foundational skill for success in product management and product marketing. There are two things to consider when it comes to being more strategic in your discovery. One of them is obvious and the other is rarely if ever discussed. Let’s start with the obvious one, understanding what’s […]
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The 3 E’s of a Great Sales Demo – A Chain Reaction
When all three of these factors are present, it’s going to be a great sales demo. There are a lot of steps in the sales process that can make or break a deal, but buyer politics aside, the demo is the biggest hurdle to clear because the product is the centerpiece of the evaluation. The […]