Our demos are going just fine. Why do we need your services?
We believe that “fine” or “good” demos will deliver “fine” results – in the words of Jim Collins, “good is the enemy of great.” Demos that are “good enough” may have consequences that are hard to see, but have a big impact:
- Extended sales cycles and/or more work for the sales team as the client needs more meetings until they “get it”
- Increased competitive pressure as the client doesn’t understand or remember how your solution is different from your competitors
- Too much demo content “floating around” as the team feels the need to create custom content for each meeting
- Marketing resources are wasted as the best/newest/”official” content sits on a shelf
- Inconsistent demos or a poor approach to meetings, which often makes the team look unprofessional at best and incompetent at worst
What kind of results can I expect?
Your demo consultant will work with you to determine the most important metrics by which the project will be measured, but we typically see the following results:
- Increased ACV (average contract value) or deal size, because clients better understand the results that your solution will deliver
- Increased team efficiency, because our effective and reusable assets can not only decrease preparation time, but also refocus that preparation time on the client’s needs and not the demo content
- Shortened sales cycles, because value was delivered early
- Reduced proof of concepts, because the client understood the benefits of the software without needing to “see it with their data”
Do work with just presales/solutions consultants, or all salespeople?
Demo Solutions can help anyone who delivers demos or presentations to customers, including: salespeople, presales/solutions consultants/solutions engineers, customer success, or even CXOs or founders
Our sales team recently adopted challenger sale/solution selling/SPIN/conceptual selling/other sales framework. How does this fit in your approach?
Sales methodologies are great, but sales methodologies don’t often teach how to demo. Our approach is grounded in the art and science (actual science, like psychology and neuroscience) of engaging with an audience. And it works with pretty much any sales methodology you’re already using.