How can you effectively determine which parts of a product demonstration are most effective?

Different objectives require different demos. Early stage demos - Prospects are seeking information to internally ‘sell’ their initiatives. They ask for a demo to get insights into what's in the market to better convince stakeholders about their needs. - You need more information about your prospects to propose the right solution. Early-stage demos aim to enable prospects by giving them a taste of the product and helping them discover how much their company needs a solution to their problems. Late-stage or evaluation demos - Prospects need proof that your product is the best solution in the market to solve their problems. - You want to show precisely that. You have done discovery and give prospects exactly what they need.

Never present until you clearly understand the needs (problems) you are trying to address for your customer. Ask open ended questions and collect understanding. I like to open meetings with this question; Susan, regarding today's conversation, what does a perfect outcome look like to you?

A veces no tenemos toda la información necesaria o que nos gustaría de nuestro cliente o prospecto. En esos casos, en lugar de marcarnos objetivos más enfocados en los resultados finales deberíamos ayudar a nuestro cliente a visualizar hasta dónde puede llegar. Todo va a depender del nivel de madurez de nuestro cliente en el conocimiento del problema y, por ende, en la fase del ciclo de compras en el que se encuentre.

1. Define Objectives: Clearly outline the goals of the product demonstration. 2. Identify Key Metrics: Determine specific metrics to measure effectiveness. 3. Gather Feedback: Solicit input from participants to understand their impressions. 4. Analyze Data: Examine quantitative data and feedback to assess impact. 5. Iterate and Improve: Use insights to refine and enhance future demonstrations.

Cuando hacemos demos dentro de un equipo de ventas, nuestro primer cliente es nuestro comercial. Hacer sesiones previas con el equipo comercial nos ayuda a refinar nuestro mensaje y nuestra demo para adaptarla a las necesidades de la oportunidad. Una vez cerrada la oportunidad, hacer llegar al cliente una encuesta interactiva (por ejemplo usando mentimeter o kahoot) nos permite hacerle preguntas con las que podremos identificar los puntos a mejorar de nuestras demos.

1. Collect Feedback: Actively seek input from participants during and after the product demonstration. 2. Utilize Surveys: Use surveys to gather detailed feedback on specific aspects of the demonstration. 3. Analyze Comments: Pay attention to qualitative comments to understand participants' perceptions. 4. Evaluate Engagement: Assess the level of engagement, questions asked, and overall audience interaction. 5. Incorporate Feedback: Use collected insights to make improvements and enhance future demonstrations.

The key to effective product demonstrations lies in a commitment to continuous improvement, regularly revisit and refine your approach is must. Record the product demonstration and revisit the same for understanding: 1. Peak Engagement Moments: This could be when showcasing a particular feature, addressing a common pain point, or presenting a compelling use case. 2. Evaluate Drop-off Points: Identify the points where participants disengage or drop off from the demonstration Use the insights gained from the data analysis to iterate and optimize the product demonstration continuously. This may involve refining the content, adjusting the pacing, or enhancing specific features based on the observed preferences and engagement levels.

Collect Feedback: Request participant feedback through surveys or direct communication to understand their preferences, areas of interest, and any concerns. Analyze Data: Utilize data analytics tools to track participant engagement, duration of interest, and key interactions during the product demonstration. Iterate: Based on feedback and data analysis, refine and iterate your product demonstration to enhance effectiveness. Personalize: Tailor future demonstrations by incorporating insights gained from individual preferences and overall audience feedback. Continuous Improvement: Establish a continuous improvement process, leveraging ongoing feedback and data analysis to optimize your product demonstrations over time.

Set Clear Objectives: Clearly define the goals and objectives of your product demonstration to have a focused approach. Collect Feedback: Gather feedback from your audience to understand their preferences and identify areas for improvement. Analyze Data: Utilize analytics tools to analyze performance data, such as viewer engagement and conversion rates. Test Variations: Experiment with different elements to find the most effective aspects of your product demonstration. Iterate and Refine: Continuously refine your approach based on feedback and data insights to enhance overall effectiveness.