Use data-driven sales demos as deal-clinching tools


Author: Jonathan Friedman
Last updated: Published:
Sales demos

Sales demos are more than just presentations; they are the key to unlocking successful deals.

At Demostack, we firmly believe in the power of a well-crafted sales demo. That’s why our motto is "demos win deals." A compelling sales demo can dramatically boost your chances of sealing a deal while a poorly executed one can undermine even the most promising sales conversations. Unfortunately, despite their important role in closing deals, sales demos are often not given the attention they deserve.

Excellently managed sales demos are not just tools for presentation; they are strategic instruments that can earn you a place at the decision-making table. Recognizing this, it becomes clear that mastering the art of sales demos is not just an option, but a necessity for any organization aiming for success in today's competitive market.

That’s why today I’ll explain what elements are crucial to preparing, running, and improving demos that impress prospects and close deals.

Unleashing potential with data-driven sales demos

Demostack is committed to helping everyone craft better product demos by leveraging analytics. A data-driven approach is quite a paradigm shift in the demo landscape, but by incorporating real-time data into their demo operations, sales teams can have far more control over their win rate.

In other words, teams can harness these insights to refine their sales strategies. So, they can make smarter, data-backed decisions about which features to show and how to tell their story, ultimately driving outsized returns across the entire sales process.

Diverse sales demo types: Pre-call, in-call, and post-call explained

At Demostack, we categorize sales demos into three types: pre-call, in-call, and post-call, each with unique characteristics and requirements. This variety adds layers of complexity, making it challenging for companies to know where to start with their demo strategies.

Pre-call demos: These are the product teasers, the appetizers of our demo world. They set the stage, pique interest, and prepare prospects for what’s to come. They are crucial in building anticipation and laying the groundwork for a successful sales call.

In-call demos: This is where the magic happens. In-call demos are the main event, customized to dazzle during the actual sales call. They're dynamic, interactive, and focused on showcasing the product in real time, responding to live feedback, and addressing specific customer needs.

Post-call demos: The follow-through is as important as the pitch. Post-call demos or sandboxes are designed to reinforce the message, answer lingering questions, and provide a tangible reminder of the product’s value. They keep the conversation going and maintain engagement after the call.

Navigating these three types of sales demos can be complex. Each requires a different strategy and approach to ensure that you communicate the right information at the right time.

Now, let’s break that down even further to understand the process that brings these sales demos to life.

Streamlining sales demo operations: From creation to execution

Running a good sales demo operation in a company involves several important steps, and it's not just about showing the product. First, there's making the sales demo materials, like presentations or videos. These aren't just simple slides; they're special tools made to grab the audience's attention and show off what's great about your product.

Next up is making sure your team knows how to use these materials the right way. This part is about teaching everyone how to use these sales demos to connect with customers effectively. It's all about having a consistent and strategic way to show your product to people.

Lastly, you have to analyze performance. This means checking if the demos are successful and figuring out what can be better next time. You need to tune into the details and see how they fit into the bigger picture of what customers want and what's happening in the market.

This whole process shows that running sales demos is more than just a one-time thing–it’s powered by a GTM machine. It's a continuous effort that needs to keep up with changes in what customers expect and the market trends. It's a key part of how a business can succeed in showing off and selling its products.

How Demostack is transforming demo management

It's clear that managing sales demos well is critical to the success of a company’s go-to-market strategy, but it's not easy. That's where Demostack makes a big difference.

At Demostack, we created something special–the Demo HQ app. This app changes the game in demo management by simplifying the creation and management of demos. By providing a standardized platform for sales demos, we aim to transform them from a mere sales step into a critical component of the revenue generation process.

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