Sales
Product Demos
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The Practica AI Coach helps you improve in Product Demos by using your current work challenges as opportunities to improve. The AI Coach will ask you questions, instruct you on concepts and tactics, and give you feedback as you make progress.Curated Learning Resources
Your Product Demo Sucks Because It's Focused on Your ProductRobert Falcone shares lessons he has learned from giving hundreds of product demos. He stresses the importance of thoroughly understanding your audience's goals, challenges, and needs. Falcone recommends starting demos by envisioning the desired outcome of using the product, then explaining how it can deliver that outcome. He also suggests framing the presentation from a high-level overview down to specific features, while using questions to keep the audience engaged. An interesting tactic Falcone proposes is intentionally leaving silences to avoid overtalking and allowing others to provide more context about their needs.
How we scaled product demos at IntercomIntercom scaled their product demo process as their customer base grew from 1 to over 20,000 customers. They found that live demos did not scale well due to resource requirements and technical issues. They transitioned to prerecorded slide decks and later hybrid demos with video and live Q&A. This significantly reduced overhead while improving quality and Q&A time. Surprisingly, releasing demo videos on-demand further increased Customer Retention over scheduled demos alone. With on-demand videos, 7 times more people watched demos and retention lifted by an additional 3%. Intercom continues refining their approaches, using live events for specific actions while videos serve diverse contexts. They aim to make content agile and drive more value and usage through constant experimentation.
How to run a great demo when you’re not a sales personAnna provides tips for effectively demoing a product to potential customers. She stresses the importance of doing research on the company and individuals you will be demoing to in order to tailor the demo to their needs and pain points. Having a well-prepared demo environment that showcases the product's features and benefits is also key. Anna notes some techniques like sending short, personalized demo videos to decision-makers to generate interest. Overall, the best approach is to make the demo more of a conversation than a presentation, Asking Questions to understand the customer's goals and showcasing how the product solves problems they actually face.