Closing a deal is rarely as simple as delivering a single demo. It takes a concerted effort to engage potential buyers throughout their entire journey.
At Consensus, we understand that navigating the complexities of the buyer’s journey requires more than just showcasing a product; it demands a strategy that empowers sellers to act as guides. And considering that only 17% of the buyer’s journey is spent with a seller according to Gartner—it’s important to make every second count as seamless as possible.
That’s why we’re thrilled to introduce Playlists, our latest feature designed to elevate the demo experience and support your team in guiding buyers effectively.
What is a DemoBoard?
For those unfamiliar with Consensus, a DemoBoard is a secure, branded, and personalized landing page designed to immerse buyers in your product.
It consolidates multiple demos and relevant product related content into a single, easy-to-navigate link (known by our users as a DemoBoard), allowing sellers to present a cohesive narrative tailored to the needs and interests of specific buyers or buying committees.
This approach not only simplifies the demo experience but also enhances engagement, making it easier for buyers to grasp the full value of your offerings.
The Multi-Demo Approach: It Takes More Than One Demo to Close a Deal
The live demo is a crucial element of the sales process. But it’s just one piece of the puzzle. To truly engage your audience, you need to deliver the right content to the right contacts at the right time.
Playlists enable sellers to do just that, allowing them to curate and present multiple product experiences across the buyer’s journey within a single DemoBoard link.
Imagine being able to introduce different products, integrations, and services at various stages of the conversation.
This multi-demo approach not only keeps the momentum alive but also allows buyers to see the full picture of what you offer.
By providing tailored content that resonates with their specific needs, you enhance their experience and increase the likelihood of closing larger deals.
Avoid Overwhelm: Don’t Turn Your DemoBoard into a Microsite
One of the biggest pitfalls in the demo process is overwhelming buyers with too much information. Instead of creating a repository where buyers are left to sift through countless demos, Playlists help maintain buyer and seller focus.
When you start small—keeping your initial DemoBoard to essential information—you build a strong foundation for the conversation. As you progress, you can encourage your champions to share specific demos with relevant stakeholders, ensuring that everyone involved is on the same page. The key is to keep your DemoBoard targeted and aligned with the ongoing dialogue.
The Seller as a Guide: Elevate Engagement with Playlists
As sellers, you are not just presenters; you are guides on the buyer’s journey. With Playlists, you can take a proactive approach to help your buyers navigate their decision-making process. This means coaching your champions on when and how to share demos, ensuring that the right stakeholders are brought to the table at the right time.
Moreover, Playlists allow you to keep your DemoBoard updated with relevant topics that arise during conversations. This adaptability ensures that the most important information is always front and center, reinforcing your position as a knowledgeable and helpful resource.
Conclusion: The Future of Demo Automation is Here
Playlists represent the future of demo automation by providing a streamlined, user-friendly way to guide buyers through their journey. By offering the ability to add, update, and rearrange demos as conversations progress, you can keep your buyers engaged and informed without overwhelming them. With Playlists you can experience:
- Faster Deals: By adding demos between calls, sellers can engage buyers more effectively and maintain momentum in conversations, ultimately leading to quicker decision-making.
- Larger Deals: Playlists enable sellers to introduce a broader array of products, integrations, and services earlier in the sales process. This not only enhances the buyer’s understanding of the complete offering but can also increase the overall deal size.
- More Engaged Buyers: With Playlists, champions are equipped with a single link that simplifies the management of decision-makers. This encourages collaboration and ensures that all stakeholders have access to the right information at the right time.
As we continue to innovate and enhance the Consensus platform, we invite you to explore how Playlists can transform your sales process. Together, we can create a more engaging, effective, and personalized buyer experience that drives results.
Ready to see Playlists in action? Schedule a demo with our team.
