11/8/2022 0 Comments Automation game demo![]() ![]() Personalize the content to each prospect’s unique interests and needs so that they are fully engaged. In order to effectively automate a product demo, you need to address the following concerns. The goal is to put tools in their hands that engage customers, and that will make sales people more efficient, allowing them to both handle more customers and, more importantly, accelerate the sales process. How many of us like to watch PowerPoint really? Even with someone showing us the PowerPoint, it’s just not that interesting.Īn attempt to replace the salesperson. ![]() While it does make content available, it doesn’t personalize the experience and usually isn’t engaging. Posting a link to a PowerPoint presentation. While they are available and you can track general analytics, you get no actionable insight for each prospect, and no personalization. ![]() While that makes the content accessible, it inherently leave some gaping holes. Sometimes people confuse demo automation with posting a video on Youtube. Here it is with some color: smartly crafted new SaaS technology lets each prospect get a personalized video product demo, so sales people can focus their client interactions on closing and/or making-it-rain. If a textbook was to define “Demo Automation” it would say that it is the use of interactive web and mobile technology to automate the product demonstration so that sales professionals can spend less time demoing and more time closing sales…ugh, that was so text-booky. So just what is “Demo Automation” anyways? Have you ever asked yourself the question, “What would my sales people be doing if they could reduce the amount of time they spend doing product demos by 75%?” Hopefully the answer to this question isn’t “improving their golf swing.” It forces you to pick and choose which prospects get the best serviceīecause you cannot do a live demo for everyone, you have to choose which potential customers get live demos and which don’t, potentially leaving large segments of potential customers grossly under-serviced. This adds a huge amount of variability into your messaging and customer experience and makes quality control a pipe dream. AUTOMATION GAME DEMO HOW TOMoreover, each new salesperson or sales engineer has to learn how to do the demo, taking longer to ramp up new team members.Įvery salesperson or sales engineer does the demo differently. AUTOMATION GAME DEMO PROFESSIONALEach sales professional has a limited caseload they can handle. Often known as Sales Engineers or Solution Consultants they are in high demand but it takes a long time to train people to get to that level of expertise.īecause it’s live, and because it takes up so much time, it puts an incredible amount of drag on your organization’s ability to scale. Many organizations employ “demo specialists” who spend years learning their product lines. It’s no wonder some companies have year-long sales cycles! If you have to demo 4-5 times to reach the different stakeholders in your buying group, and it takes two to three weeks between each demo to coordinate schedules, we’re talking between 3-5 months before we can close the sale from the time we hold our first demo. Calculating the labor costs alone can terrify even the bravest business leaders. If it’s an in-person demo, it most likely requires travel expenses which can add up fast. You often have to demo 4-5 times before you close the sale because of the large buying group. You spend 45-60 minutes per demo (and many spend much more than that). In spite of all of the benefits, doing live product demos (whether in person or using web-based screen sharing) comes with heavy baggage: “Wow, this has been a great demo, can we set up another time to show it to some other people in our organization?”) “Can you move on–we’ve seen enough of this section” or “Can we look deeper into this part of your solution?”)ĭiscover and engage other members of the buying panel (e.g. you hear things like, “Wow, I really like that feature” or “That is critical to us”)įind out what is truly most important to the customer and what is not (e.g. Get a better read on the customer’s interest in certain aspects of your product (e.g. ![]()
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