Product Demos That Don’t Suck

Daniel Kuperman
Nov 29, 2016 · 4 min read

Or… how to create product demos that convert

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Most B2B Enterprise SaaS companies rely on product demos at some stage of the sales cycle. A Webex/GoToMeeting/ClearSlide/LogMeIn/etc. session is created and the sales rep does a screen share with the prospect to walk through the product. But if your demos are not converting interested prospects to actual sales opportunities the reason may lie in one (or more) of the following problems.

  1. You don’t have a standard demo presentation or flow
  2. The demo doesn’t address the prospect’s pain
  3. Your prospect’s business is not reflected in the demo
  4. Features and functions are the core of the demo
  5. There isn’t a clear action at the end of the demo
  6. You are giving the demo to the wrong person
  7. You are giving the demo at the wrong time

Note: I’m focusing on live product demos vs pre-recorded demos, which might have their own issues that we can address at another time.

Each topic above can be a blog post on its own, so let’s just get to the core of each for now:

1. You don’t have a standard demo presentation flow

2. The demo doesn’t match the prospect’s pain

3. Your prospect’s business is not reflected in the demo

4. Features and functions are the core of the demo

5. There isn’t a clear call to action at the end of the demo

6. You are giving the demo to the wrong person

7. You are giving the demo at the wrong time

Product demos are almost standard in the SaaS industry today but there’s a good way and a bad way to use them. If you are guilty of any of the seven sins I described above, there’s still time to fix it and you will see much better conversion rates.

Good luck!

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