Product demonstrations are one of the most valued sales interactions customers have with vendors. Presales and technical sales teams have to make them impactful—in ways that improve the buying experience and accelerate decisions. All good demos have some common elements, but there’s a spectrum to the types of demos you should deliver based on the kinds of questions different stakeholders in the buying group have at different stages. When you’re not aligned to those questions or to those stages, it frustrates customers and stalls—sometimes even prevents—deals from moving forward.
Quite often, sales engineers think of just two demo types: the dreaded “standard demo” or the deep “technical demo.” However, after researching thousands of demos—from interactive video demos created by customers on our platform to live technical demos—we identified 6 different types of demos, each with a unique set of characteristics that solve specific needs for B2B buyers through the buying process. You may find that your SEs are already being pulled into many of these 6 types of demos that span the entire funnel.
In this guide, we’ll cover the 6 demo types and how to effectively apply them to your buyer’s purchasing journey.
- Part I: Defining the 6 Demo Types
- Part II: Selling Between Meetings
- Part III: Apply a Buyer-centric Lens
- Part IV: A Map For Adopting The 6 Demo Types