Terms

Sales Demo

What is a Sales Demo?

A sales demo, or sales demonstration, is a presentation delivered by a sales representative to a prospective customer, showcasing the features, capabilities, and value of a product or service. The primary purpose of a sales demo is to close a deal by demonstrating how the product or service meets the prospect's specific needs and addresses their challenges, ultimately persuading them to make a purchase.

Preparing a Winning Sales Demo

Preparing a successful sales demo involves thorough research, planning, and execution. Start by researching the prospect to tailor the demo to their unique needs and challenges. Confirm the demo details in advance to avoid scheduling conflicts and ensure preparedness. Plan your demo content, resources, and questions beforehand for a well-structured presentation. Humanize the demo by building rapport and being personable.

Set an agenda to keep the demo organized and summarize past conversations to remind the prospect of their needs and your solution. Provide background on your company to establish credibility and explain the product or service clearly, linking features to the prospect's needs. Engage the prospect by personalizing the demo and addressing their questions thoroughly. Finally, set expectations for next steps at the end of the demo.

Characteristics of Successful Sales Demos

Successful sales demos are personalized, well-prepared, engaging, clear, and relevant. They are tailored to the prospect's specific needs, researched in advance, and humanized to build rapport. A structured approach, including an agenda and clear explanations, ensures clarity and relevance. Successful demos also engage the prospect through personalized content, active listening, and tie-down questions. A strong follow-up strategy sets expectations for next steps and reinforces the value proposition.

Sales Demo Versus Product Demo

A sales demo is a presentation delivered to a prospective customer, highlighting the features, capabilities, and value of a product or service with the goal of closing a deal.

On the other hand, a product demo targets current customers, showing them how to use the product or service they have already invested in, and providing guidance on new features or addressing issues.

Enhancing Engagement During Sales Demos

Enhancing engagement during sales demos is crucial for capturing the attention of your prospects and effectively showcasing the value of your product or service. To achieve this, consider the following strategies:

  • Plan your sales demo in advance, ensuring you have the necessary tools for screen sharing and relevant links readily available.
  • Personalize the demo to the prospect's specific needs, focusing on the most relevant information and features.
  • Include tie-down questions throughout the demo to maintain engagement and confirm the prospect's understanding of the information presented.
  • Humanize the sales demo by being personable and building rapport with the prospect from the beginning and throughout the presentation.
  • Set an agenda for the demo to keep it organized and set expectations for the prospect.
  • Provide background information about your company to establish credibility and trust.
  • Be adaptable and ready to adjust the demo as needed based on the prospect's reactions and questions, ensuring the presentation remains engaging and relevant.
  • Listen actively to the prospect's needs, pain points, and feedback, tailoring the demo accordingly to maintain their interest and demonstrate a genuine understanding of their challenges.

Other terms

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B2B Intent Data Providers

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B2B Intent Data Providers

MOFU

Learn about MOFU, including optimizing your MOFU strategy, successful MOFU campaign examples, MOFU vs. TOFU: key distinctions, & essential components of MOFU.

MOFU

Sales Operations Analytics

Learn about sales operations analytics, including key components of sales operations analytics, & implementing sales operations analytics effectively.

Sales Operations Analytics

Digital Strategy

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Digital Strategy

Sales Qualified Lead

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Sales Qualified Lead

Customer Engagement

Learn about customer engagement, including strategies for elevating customer engagement, & key metrics to measure engagement.

Customer Engagement

Reverse Logistics

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Reverse Logistics

Customer Experience

Learn about customer experience, including understanding customer needs, designing user-friendly products, & enhancing customer support.

Customer Experience

Sales Prospecting

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Sales Prospecting

Segmentation Analysis

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Segmentation Analysis

Conversational Intelligence?

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Conversational Intelligence?

FAB Technique

Learn about FAB technique, including implementing FAB in sales strategies, benefits of the FAB technique, & FAB vs. other sales techniques.

FAB Technique

Sales Forecast Accuracy

Learn about sales forecast accuracy, including improving sales forecast accuracy, & factors influencing forecast precision.

Sales Forecast Accuracy

Inventory Management

Learn about inventory management, including benefits of effective inventory management, & steps to implement inventory management.

Inventory Management

Brand Equity

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Brand Equity

Internal signals

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Internal signals

Warm Email

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Warm Email

Sales Dashboard

Learn about sales dashboard, including designing your sales dashboard, key metrics for sales dashboards, & sales dashboard vs. CRM system.

Sales Dashboard

Account Match Rate

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Account Match Rate

Generic Keywords

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Generic Keywords

Return on Marketing Investment

Learn about return on marketing investment, including calculating your ROMI, key factors influencing ROMI, & maximizing ROMI in your strategy.

Return on Marketing Investment

Monthly Recurring Revenue (MRR)

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Monthly Recurring Revenue (MRR)

Real-time Data Processing

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Real-time Data Processing

Predictive Customer Lifetime Value

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Predictive Customer Lifetime Value

Robotic Process Automation

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Robotic Process Automation

Deal Closing

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Deal Closing

Application Programming Interface Security

Learn about API security, including its benefits, key components, common challenges, and best practices for securing APIs.

Application Programming Interface Security

Champion/Challenger Test

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Champion/Challenger Test

Dark Funnel

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Dark Funnel

Content Delivery Network

Learn about content delivery network, including how CDN works, benefits of using CDN, CDN vs traditional hosting, & CDN implementation tips.

Content Delivery Network

Customer Data Analysis

Learn about customer data analysis, including benefits of customer data analysis, & key techniques in analyzing customer data.

Customer Data Analysis

Ideal Customer Profile

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Ideal Customer Profile

Business Continuity

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

Business Continuity

Compliance Testing

Learn about compliance testing, including definition, importance, key strategies, best practices & how to ensure regulatory adherence.

Compliance Testing

Lead Routing

Learn about lead routing, including benefits of effective lead routing, key steps in implementing lead routing, lead routing vs. lead scoring: understanding the differences.

Lead Routing

Hadoop

Learn about Hadoop, including understanding Hadoop components, core functions of Hadoop, applications of Hadoop in sales, & Hadoop best practices.

Hadoop

Buyer

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

Buyer

Service Level Agreement

Learn about service level agreement, including crafting an effective service level agreement, & key components of a service level agreement.

Service Level Agreement

Hybrid Sales Model

Learn about hybrid sales model, including benefits of a hybrid sales model, implementing a hybrid sales approach, & hybrid vs. traditional sales models.

Hybrid Sales Model

Competitive Advantage

Learn about competitive advantage, including strategies to build competitive advantage, & keys to sustaining a competitive advantage.

Competitive Advantage

Purchase Buying Stage

Learn about purchase buying stage, including understanding the buyer's journey, & key strategies to influence purchase decision.

Purchase Buying Stage

Customer Centricity

Learn about customer centricity, including benefits of customer centricity, key strategies for success, & customer centricity vs. product centricity.

Customer Centricity

Lead Enrichment Software

Learn about lead enrichment software, including benefits of lead enrichment software, key features to look for, implementing lead enrichment in your sales process.

Lead Enrichment Software

Business-to-Business (B2B)

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Business-to-Business (B2B)

Below the Line

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Below the Line

XML

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XML

Sales Forecast

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Sales Forecast

Demand Forecasting

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Demand Forecasting

Sales Prospecting Techniques

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Sales Prospecting Techniques

Operational CRM

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Operational CRM

Smile and Dial

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Smile and Dial

Branded Keywords

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Branded Keywords

Hard Sell

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Hard Sell

B2B Buyer Intent Data

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

B2B Buyer Intent Data

Inbound Lead Generation

Learn about inbound lead generation, including strategies for effective inbound lead generation, & components of a successful inbound campaign.

Inbound Lead Generation

Marketo

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Marketo

Sender Policy Framework

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Sender Policy Framework

Google Analytics

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Google Analytics

Annual Recurring Revenue (ARR)

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Annual Recurring Revenue (ARR)

CDP

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CDP

Outbound Leads

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Outbound Leads

Conversion Rate

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Conversion Rate

Personalization

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Personalization

Solution Selling

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Solution Selling

Buying Intent

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Buying Intent

De-dupe

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De-dupe

Unique Selling Point

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Unique Selling Point

Dynamic Territories

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Dynamic Territories

Lead Magnet

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Lead Magnet

Closing Ratio

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Closing Ratio

Elevator Pitch

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Elevator Pitch

PPC

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PPC

Dynamic Pricing

Learn about dynamic pricing, including how dynamic pricing works, benefits of dynamic pricing, & common strategies for dynamic pricing.

Dynamic Pricing

Buying Cycle

Learn about buying cycle, including stages of the buying cycle, key influences on buying decisions, & enhancing the customer's buying journey.

Buying Cycle

Signaling

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Signaling

Performance Monitoring

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Performance Monitoring

Application Programming Interface

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Application Programming Interface

Custom Metadata Types

Learn about custom metadata types, including benefits of using custom metadata, creating and managing custom metadata, & custom metadata vs. custom settings.

Custom Metadata Types

Sales Partnerships

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Sales Partnerships

Renewal Rate

Learn about renewal rate, including how to calculate it, why it matters, factors impacting renewal rate, & tips for improving renewal rate.

Renewal Rate

Lead Qualification Process

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Lead Qualification Process

Sales Funnel Metrics

Learn about sales funnel metrics, including understanding sales funnel stages, key sales funnel metrics to track, & enhancing sales funnel performance.

Sales Funnel Metrics

B2B Sales Process

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B2B Sales Process

Closed Question

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Closed Question

Account View Through Rate

Learn about account view through rate, including maximizing account view through rate, & key metrics to track and improve.

Account View Through Rate

B2B Leads

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B2B Leads

SEO

Learn about SEO, including how it works, benefits, strategies, measuring success, and tips to optimize your website for search engines.

SEO

Account Executive

Learn about account executive, including the role of an account executive in sales, & essential skills for a successful account executive.

Account Executive

Objection Handling in Sales

Learn about objection handling in sales, including strategies for effective objection handling, & key techniques in resolving sales objections.

Objection Handling in Sales

Follow-up

Learn about follow-up, including strategies for effective follow-up, crafting compelling follow-up messages, & differences between first contact and follow-up.

Follow-up

HTTP Requests

Learn about HTTP requests, including uses of HTTP requests, how HTTP requests work, types of HTTP requests, & benefits of understanding HTTP requests.

HTTP Requests

Data Encryption

Learn about data encryption, including understanding the basics, types of data encryption, benefits of data encryption, & implementing data encryption.

Data Encryption

Marketing Play

Learn about marketing play, including crafting effective marketing plays, examples of successful marketing plays, & marketing plays vs. sales strategies.

Marketing Play

Sales Champion

Learn about sales champion, including identifying your sales champion, qualities of an effective sales champion, sales champion vs. sales representative.

Sales Champion

Accessibility Testing

Learn about accessibility testing, including how to conduct accessibility testing, & benefits of accessibility testing.

Accessibility Testing

Headless CMS

Learn about headless CMS, including benefits of using a headless CMS, how a headless CMS works, & headless CMS vs. traditional CMS.

Headless CMS

Buyer Behavior

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Buyer Behavior

Talk Track

Learn about talk track, including crafting an effective talk track, key elements of a talk track, & talk track vs. script: understanding the difference.

Talk Track

Brand Loyalty

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Brand Loyalty

Content Syndication

Learn about content syndication, including benefits of content syndication, steps to implement content syndication, & best practices for content syndication.

Content Syndication
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