It’s time to stop talking about “the demo” and start thinking about showcasing your best asset – your awesome product and expertise. Firstly, what is “the demo”? Depending on your product and target audience, you may give multiple demos to the same prospect company, even to the same person, during the sales process. Secondly, once you’ve won the business, the demos need to continue: implementation, upgrades, benchmarking, troubleshooting.
We’d like to introduce you to the DQL (Demo Qualified Lead). As a software company, your product is your greatest asset. So what role does your product play in your demand generation programs? Can your marketing team leverage your product demos to generate more, better qualified leads, at a lower cost?
Relationships are the key to success in sales. Given that demos are a critical element of your sales cycles, how do your demos (particularly your early stage demos) help (or hinder) you in building great relationships with your prospects?
Your product demos are a critical step in your sales cycle. And they require one of your most valuable resources – your pre-sales engineers. Good pre-sales engineers are a highly prized commodity within any software company. Great SEs are hard to hire, train and retain. However, given the low conversion rate of early stage demos, and your “show up and throw up” demos, why are you still using expensive, limited resources when they’re not required?