The sales demonstration is one of the most important weapons in any sales team’s arsenal. A good sales demo allows you to show off your product, opens the door for you to gain a deeper understanding of the customer’s needs, and helps you build a stronger personal relationship with the prospect.
There’s a ton of advice out there about making your demo more inspiring and effective, from weaving a compelling story with the customer at the center, to showcasing the real world experience of other users. But are you taking advantage of all the sales demo technology available to you?
Try these eight tech solutions to maximize your sales demos — before, during and after the call.
Before the Demo
1. HubSpot CRM
A good Customer Relationship Management (CRM) tool helps sales teams manage their leads and all the information connected to them. It stores contact information, displays every customer transaction that’s taken place, and makes sense of the numerous streams of data that accumulate as your relationships grow over time.
If you don’t have a good CRM yet, try the free one offered by HubSpot. Observe your entire pipeline at a glance, automatically record engagement with marketing touchpoints, and free up your sales team to focus on doing what they do best.
For a successful sales demo, you need to have the right leads. LeadGenius is a data enrichment platform that integrates with your CRM and digs deep to import your lead’s actual job responsibilities, the real decision makers on the prospect’s team, and cleans up inaccurate or incomplete data.
LeadGenius can ultimately lower your customer acquisition costs, because your demo team will be able to reach out to more qualified, sales-ready leads from the start.
When scheduling your demo, use an appointment-booking app like Calendly. Simply note your available demo times in the app, sync it with your calendar, and share the link with your prospect. They choose the date and time that works for them, and your demo is scheduled.
Calendly will send confirmation emails to attendees, including any login information or passcodes needed, and a reminder email a day in advance. Calendly also features time zone detection and integrates well with hundreds of productivity apps.
During the Demo
There’s no magic formula, but experts recommend aiming for a talk-to-listen ratio of 65:35 on sales demos. This means that for more than one-third of the demo, you should be listening to your prospects, ask questions, talk about their needs and give more information. To do this effectively, run your demos on ClickMeeting, an online webinar platform that’s designed to maximize engagement.
ClickMeeting offers screen sharing, white boards, one-on-one chat, clickable calls-to-action, and even automated recordings. Through smart use of these features, you can demo aspects of your solution that are most applicable to your prospect and turn the session into an interactive discovery workshop. This not only lets the customer clarify their questions; it also gives you as the demo provider an easy way to hear objections and other concerns as they occur. And because you can run custom-branded webinars, you automatically build brand recognition and strengthen your relationship with the prospect.
If you’re interested in screen sharing but don’t feel like you need a full suite of virtual meeting functionality, Screenleap allows you to screen share from any device without the need to install any software, create new accounts or share passcodes and logins.
As long as all the users have access to the Chrome browser, you can share your screen with anyone in about two clicks, either via a link or by having your prospect go to Screenleap and enter a simple code.
On a voice call, there’s a lot of valuable information that’s “hiding in plain sight.” To uncover the gold in every presentation, use a speech-analytics tool like Voicebase. The app uses voice-based artificial intelligent to perform speech analytics on a recording of the call, looking for algorithmic matches to predict buyer readiness, objections, and how similarly your prospect is reacting compared to your previous wins.
This can help you see which prospects are most motivated to place orders, and you’ll also be able to learn which talking points resonate best and where you need to improve in future demos.
After the Demo
Good follow-up is crucial, but it can be time consuming. Zapier is a platform that makes it easy to integrate various web applications with one another, to do your follow-up work for you.
For example, you can set up a “Zap” to create a new folder on Google Drive to share with your prospect, add a note into your CRM, send a “Next Steps” document link through Dropbox, and add a Slack alert to remind you to follow up.
Finally, turn those prospects into clients with less friction. ContractZen helps you create customized “datarooms,” collections of documents that can help seal the deal. Add a recording of your sales demo, relevant white papers, contact information for your company, and the contract itself to create a rich resource.
The system will automate prompts for e-signatures from all of the relevant client-side stakeholders and will add reminders to your calendar for follow up and any customer onboarding events you like.
Start Demo-ing With Power
Technology has made it easier than ever to be competitive in your selling. The right tools can help you identify the best leads, deliver your demo effectively, and analyze voice data to improve future demos. You can also use technology to personalize the sales demo experience for every attendee and automate the follow-up process.
Use these tools to gain a competitive edge and boost your sales performance.
Featured image taken from Pixabay.com