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The measure of a successful demo

It’s super easy to fall into the trap of counting demo views and usage as the only measurements of demo success. Don’t do it!

Demo usage is an important statistic, but it is by no means the only criteria to measure. Additionally, views on their own are not a very reliable measurement of success.

Here’s an example: 

Your technical demo is being used 10 times more frequently than any other demo available to your sales force. This feels pretty good, doesn’t it?!

But does this mean it’s the most successful?

What if I also told you that your demo had the lowest sales conversions for the quarter. 

Would it seem so successful now?

Whether large or small, demo usage makes no difference if you’re not selling.

Don't leave the success of your demo up to chance.

To measure success, go back to the beginning and try to answer these questions:

  • Why was this demo created?
  • What’s the story this demo needs to tell?
  • What does your customer need?
  • How will your customer benefit from your product?

Need more help? Check out the #1 Rule for a successful sales demo.

“The most impactful, successful demos are targeted and thoughtful conversations about your customer’s needs and how your product addresses them.”

Focus on the needs of your customer and the purpose of your demo. The rest will fall into place.

The key to a successful demo is to be true to the demo’s purpose rather than the final statistics.

Identifying the purpose of your demo helps determine the means of measuring success beyond monthly active users. This also results in more relevant and meaningful demo materials that are more powerful and resonate strongly with your customer.

 

Tell your best product story

Technical demos is what we do.

3Sharp is an industry leader in product demos. We design easy-to-present and easy-to-understand content that’s focused on accelerating sales cycles and turning your technology into your customer’s most valuable assets. We know what works with over 15 years as a proud Microsoft partner. 

Let us help you land the deal with relevant and compelling demo materials. Learn more.

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