Whenever you are selling a new product into an organization, you are trying to get that organization to agree to change itself to fit your product. This means that your sale doesn’t end with the person who signs the contract. You also have to sell the users. By using strategies from the organization change management world, you can enable your sales field with demos that are more likely to leave a lasting impact within that aspect of your customer who will make or break your long-term deal: the users.
To get customers interested, your sales team needs a demo experience that proves not only what your product does, but how it’s going to fit into their customers’ lives, solving problems and making everything easy. You need to arm your sales team with a simple, relatable, human story. And to do all of that, you need to avoid these common sales demo fails.
We put together The Ultimate Guide to Giving a Demo, to share our experiences over the last 18 years of helping some of the biggest software companies in the world create and deliver amazing demos. Hopefully, this can be helpful to you as well!