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…!