What constitutes a “wasted” demo?
1. Stunningly awful Harbor Tour demos
2. "Overview” demos that go nowhere
3. Demos that result in No Decision outcomes
4. Unnecessary repeated demos
5. Traditional demos delivered to large, unqualified audiences
6. Any “deep dive” demo presented to an executive
7. Demos that should have been sufficient to close the business that ended up in a POC or POV
8. Nearly all “end-to-end”, “show-them-the-full-range-of-our-offerings” demos
It is interesting but not surprising to note that this list is largely comprised of demos delivered without sufficient discovery. This suggests that one practical solution is to invest in improving the team’s discovery skills.
Archimedes said, “Give me a place to stand, and a lever long enough, and I will move the world.” This could be rephrased for sales as, “Give me superior discovery skills, and a few good leads, and I will move the SaaS world!”
If you can avoid wasted demos, you’ll enjoy some terrific gains.
Resources:
The Gruesome Anatomy of a Typical One-Hour Web Overview Demonstration
https://greatdemo.com/the-anatomy-of-a-typical-web-overview-demonstration/
Great Demo! Third Edition
https://www.amazon.com/dp/B0C9SNKC2Y/
Doing Discovery:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Training
https://greatdemo.com/training/workshops/great-demo/
Supporting Articles
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