How to Customize and Record Your Pre-Sales Demo

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This How-To Consensus blog is part of the Sales Development Use Case

By Brian Zurcher and Hilary Bird, @goconsensus

As a sales engineer, it’s a massive challenge getting all the stakeholders to watch your personalized demos. HubSpot points out that 70% of people make purchasing decisions to solve problems – but what happens when the sales engineer never gets a chance to show their stakeholders the problems they’re solving? The stakeholders will assume they already know how your solution works, and will probably go cold.

This is why it is so crucial that all stakeholders in the buying group view your personalized demos. The Consensus platform allows sales engineers to make highly personalized, single use case demos for their stakeholders – and share the demo with each one of them.

How to Use the Personalized Demo in Pre-Sales:

Check out this step-by-step process…

  • Account Executive has the initial demo with the prospect and Sales Engineer.
  • Based on the feedback in the initial demo, the Sales Engineer would then create a personalized demo/walkthrough (using the Screencast-o-matic tool) for the client based on their specific needs.
  • Once the content has been created the Sales Engineer would upload the content to the Consensus Platform and send it to the prospect (and all other contacts for that client). This demo would be sent to the decision making group before and after the follow-up live demo.

By sending the demo via email to each stakeholder, this allows each stakeholder to view it at their own convenience. Waiting to coordinate everyone’s schedule to walk through a demo altogether is a thing of the past.

Check out how to qualify webinar leads with Demo Automation next…

About the Author

Garin Hess

Garin Hess

Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of CONSENSUS, an interactive demo automation software company that helps sales organization scale the pre-sales function. Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family. For Garin, nothing else beats a lazy morning cooking breakfast for his wife and three kids or trying hard to keep up with his son on the tennis court.