登录查看更多内容

How can you create a product demo that will win over even the toughest technical audiences?

由人工智能和领英社区提供技术支持

If you work in technical sales, you know how challenging it can be to create a product demo that will impress and persuade your technical audience. Whether they are engineers, developers, IT managers, or CTOs, they have high expectations, specific needs, and critical questions. How can you create a product demo that will win over even the toughest technical audiences? Here are some tips to help you plan, prepare, and deliver a successful demo that showcases your product's value, features, and benefits.

此文章中的业界达人

由社区从 10 条内容中精选。了解更多

1 Know your audience

Before you design your demo, you need to understand who your audience is, what their pain points are, and what they are looking for in a solution. Research their industry, company, role, and goals, and tailor your demo to address their specific use cases, scenarios, and requirements. Avoid generic or irrelevant content that might bore or confuse them, and focus on the aspects of your product that solve their problems, meet their needs, and exceed their expectations.

添加您的观点

Jason Lopez

VP Sales, Marketing, CS | 2x Co-Founder | AI Enthusiast
举报内容
I use a meeting preplist to know my prospect as best I can before any meeting. This allows me to go into meetings prepared and primed for a business conversation centered around providing value. Things I look for include: - info on position, responsibilities, and any additional contact info I can find on my main point of contact as well as other stakeholders - approximate deal size/value - 3 pieces of company information (recent funding rounds, press releases, announcements) - 3 pieces of information on my main point of contact This process helps me understand the challenges and goals that my prospect may be facing and better prepare for a demo tailored to their specific needs. Remember, "failure to plan is planning to fail."

已翻译

赞
Attila Hermann-Stuart

Head of Account Management at Acolad Group
举报内容
Focus on three key elements: clarity, relevance, and interactivity. Start by clearly articulating the problem your product solves. Use relatable scenarios and real-world examples to demonstrate its practical applications. Dive into technical details selectively, catering to the audience's expertise. Leverage interactive features like live coding, simulations, or hands-on exercises to engage the audience actively. Highlight key features that differentiate your product and showcase its seamless integration into existing workflows. Encourage questions to foster a dialogue, ensuring the demo aligns with their specific needs. End with a concise summary, emphasizing the tangible benefits and leaving a lasting impression.

已翻译

赞

2 Set clear objectives

A good demo should have a clear purpose, a defined scope, and a measurable outcome. Before you start your demo, you should communicate to your audience what you are going to show them, why it matters to them, and what you want them to do next. This will help you set the context, create interest, and guide the conversation. You should also have a clear call to action at the end of your demo, such as asking for feedback, scheduling a follow-up, or initiating a trial.

添加您的观点

3 Demonstrate value

The main goal of your demo is to show your audience how your product can help them achieve their goals, improve their situation, or overcome their challenges. To do this, you need to demonstrate the value of your product, not just the features. Instead of simply listing or showing what your product can do, you should explain how it can do it, why it can do it better than others, and what benefits it can deliver. Use concrete examples, case studies, testimonials, or data to back up your claims and show the impact of your product.

添加您的观点

Peter Cohan

Working to Improve the World One Demo and One Discovery Conversation at a Time!
举报内容
The most compelling value information comes from the prospect, which should be uncovered during discovery. Tangible value is required, as well, as opposed to "better", "cheaper", or "faster". You need to enable your prospect to generate a compelling business case to sell the project internally. Again, Doing Discovery provides guidance on uncovering tangible value; Great Demo! explains how and when to communicate it throughout the demo.

已翻译

赞
Pedro Luis Soethe Cursino

Gerente Técnico de Vendas na Autodesk
举报内容
O grande processo que utilizo é o de Engenharia de vendas, e foco demais na ideia macro de: 1 - Qual é o desafio da empresa ou do setor da indústria que quero explorar? (aqui podemos obter isto de diversas formas e locais, como por exemplo os objetivos estratégicos da empresa, ou até um reuni?o de descoberta antes da apresenta??o principal.) 2 - Como nós resolvemos este desafio? 3 - Como nossos clientes resolveram estes desafios? Desta maneira posso ampliar estas temáticas chaves para aprofundar na solu??o que este cliente está procurando.

已翻译

赞
Surayansh Surana

CEO - Founder’s Go2 | Founder x 5 | Best-Selling Author | Advisor | Investor
举报内容
Explicitly ask them what they are interested in. Set a meeting agenda. Get their okay on the agenda. Only show them the related / relevant demo. Where possible customize it to suit their environment, tools, terminology, process, etc... Pause and ask questions to ensure they understand each section of your demo. Answer questions contextually. Engage them in a conversation rather than focussing on the next bit of demo. Plan the possible objections and hard questions. Answer them succinctly, with impact and evidence so it smashes their concerns and doubts. You don't need to know it all. Where you don't have the answer, be honest. Promise them a response later. Follow up and make sure that happens per your commitment.

已翻译

赞
Haris Halkic

Helping 9,521 sales pros level up with my newsletters → Subscribe here ????
举报内容
??The worst advice I ever got being in sales: ?Just use the same pitch deck as everyone else and tell a slightly different story based on customer cases. ?Neglect to research the audience because the companies were very similar. ?Ignore technical concerns and let Customer Support or the sales engineer handle them. How to do it right and win over tough technical audiences: ?Set clear objectives for the demo. Use an agenda and define next steps. ? Research the audience's technical expertise and preferences. ?Plan your demo, tailor it to their needs, and exclude anything they don't care about (even if your CEO thinks it's the coolest feature ever).

已翻译

赞

4 Use stories and scenarios

One of the best ways to engage and persuade your technical audience is to use stories and scenarios that relate to their real-world situations. Stories and scenarios can help you illustrate how your product works in different contexts, how it can handle complex or challenging tasks, and how it can adapt to changing or evolving needs. Stories and scenarios can also help you showcase your product's unique features, advantages, and differentiators, and how they can make a difference for your audience.

添加您的观点

Peter Cohan

Working to Improve the World One Demo and One Discovery Conversation at a Time!
举报内容
Stories, along with metaphors, analogies, props and visual aids, all work to support the ideas you seek to communicate in your demos. See Chapter 14 "Storytelling" in Great Demo! for guidelines and details. Note that "wrap a story around your demo" is insufficient!

已翻译

赞

5 Be prepared for questions

Your technical audience will likely have many questions about your product, such as how it works, what it costs, how it integrates with other systems, how it scales, how it handles security, and so on. You should anticipate and prepare for these questions, and have clear and concise answers ready. You should also be prepared to handle objections, concerns, or doubts that might arise during or after your demo, and have evidence or arguments to overcome them. You should also be ready to adjust or modify your demo on the fly, depending on the feedback or interest of your audience.

添加您的观点

Peter Cohan

Working to Improve the World One Demo and One Discovery Conversation at a Time!
举报内容
In Great Demo! methodology, you actually encourage questions as you Peel Back the Layers. The chapter on "Managing Time and Questions" provides the methods on how to do this!

已翻译

赞

6 Keep it simple and smooth

A good demo should be simple, clear, and smooth, without unnecessary distractions, interruptions, or complications. You should keep your demo short, focused, and relevant, and avoid going into too much detail, technical jargon, or irrelevant information. You should also make sure your demo is well-tested, well-practiced, and well-supported, and that you have a backup plan in case something goes wrong. You should also use visual aids, such as slides, charts, diagrams, or screenshots, to complement your demo and make it easier to follow and understand.

添加您的观点

Umar Lateef

Head Replicant @ Replicate.so (Bug Reporting) | Co-Founder @ Earlybird.so (Lifetime Deals)
举报内容
Keep it simple smooth and easy to understand and back what you are saying with data. Listen more and make the customer feel comfortable to ask any questions

已翻译

赞
María Angélica Durán Flórez ??

Business Development Manager | Technology & Cloud Solutions | Consultative Sales | Team Leader
举报内容
Un punto que considero importante es traer casos de uso de la misma industria del cliente al que se le está hablando, a cada sector le duelen cosas diferentes y hablarles en su idioma definitivamente los conecta. Otro aspecto que considero fundamental es mantener la conversación clara y en términos que cualquier interlocutor pueda asimilar el mensaje que se quiere transmitir. Mostrar las cosas funcionando ayuda mucho a los cierres de ventas exitosos.

已翻译

赞

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Technical Sales

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How can you create a product demo that will win over even the toughest technical audiences?

1

2

3

4

5

6

7

1 Know your audience

2 Set clear objectives

3 Demonstrate value

4 Use stories and scenarios

5 Be prepared for questions

6 Keep it simple and smooth

7 Here’s what else to consider

Technical Sales

给文章评分

感谢您的反馈

更多Technical Sales相关文章

更多相关阅读内容

How can you create a product demo that will win over even the toughest technical audiences?

1

2

3

4

5

6

7

1 Know your audience

2 Set clear objectives

3 Demonstrate value

4 Use stories and scenarios

5 Be prepared for questions

6 Keep it simple and smooth

7 Here’s what else to consider

Technical Sales

给文章评分

感谢您的反馈

查看其他技能