Every Friday, write down
three questions you heard in demos during the past week. Prepare answers,
in terms of:
- Verbiage
– what you should say in response.
- Demo
pathway (if needed) – what to show in response.
- Demo
environment – make sure the demo data is complete, realistic, and
compelling.
For those who are Great Demo!
practitioners, this is a terrific way to prepare for Peeling Back the Layers
segments. Consider recording your verbal answers and demo pathways, both
to enable self-review and to share with others.
Note: If you are part
of a team and everyone does this – and you share these answers in a structured
way – you’ll have a fabulous (and likely rather complete) set of answers in a
few weeks’ time! Contemplate using a tool like Refract (Refract.ai) to
manage and provide searchable access to the combined library of answers, on a
product-by-product basis.
Another note: This
process will enable a delightful level of consistency in your team’s demos, as
well!
Yet another note: This
process will also enable more rapid demo onboarding for new folks…!
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