For the clueless, not a thing. (Yes, there are those who believe their demos are just fine, no reason to change or improve. Let them continue with that belief…!)
But for those who are awake and aware, better demos are exceptionally valuable!
On a per-prospect basis:
- Getting the initial business vs a competitor
- Achieving the order with the least expensive form of proof
- Securing the renewal (vs churn)
- Upselling, cross-selling, and expansion
- Improving sales-stage conversion rates
- Avoiding POCs/POVs and other evaluations
- Avoiding No Decision outcomes
With respect to your metrics and KPIs:
- Improving sales-stage conversion rates
- Improving win rates
- Reducing No Decision outcomes
- Reducing rates of “wasted demos”
- Increasing ARR numbers
- Reducing cost-of-sales and cost-of-renewals
- Reducing churn
With respect to a market, vertical, or channel:
- Establishing market presence and expansion into new verticals
- Increasing one’s market share and blocking competition
- Enabling market dominance
- Gaining rapid traction with a newly launched product
- Leveraging the investment made in new releases
- Enabling an effective channel strategy
- Amplifying sales overall
For sales, presales, and customer success leadership:
- Achieving your quarterly objectives
- Achieving your annual objectives
- Increasing your team’s efficiency and effectiveness
- Investing in your team’s growth and development
- Reducing onboarding and time-to-competency/time-to-readiness
For the individual presales, sales, and customer success practitioner:
- The joy of knowing that it was your demo that got it done!
- Acclamation from your colleagues
- The associated commission or bonus from that order
- Winning just one or two more opportunities – to make quota
- Winning just one or two more opportunities – to move to the next commission level
- Winning just one or two more opportunities – to go to “President’s Club”
- Achieving personal growth and development milestones
- Becoming a mentor to others
- Progressing towards a promotion or moving towards management
So, how could we not pursue improving our demos?
Resources:
Great Demo! Third Edition
https://www.amazon.com/dp/B0C9SNKC2Y/
Training
https://greatdemo.com/training/workshops/great-demo/
Supporting Articles
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