Mastering the demo call

The demo is the most critical meeting in early-stage B2B sales processes.

Yet, too many approach it as simply a product walkthrough.

Here are a few tactics that can have a huge impact

1/ Send materials in advance.

This enables a richer discussion instead of covering basics.

2/ Modularize your demo.

Break into distinct components (admin portal, user experience, integrations). This allows you to move away from feature-oriented demos toward persona-specific stories that showcase how the product helps users achieve specific tasks (i.e. “life of a user” demos for e.g. data engineer vs data analyst).

3/ Address the expanding audience.

Your demo typically includes more stakeholders than your first call. Give every attendee one reason to say "yes" - financial implications for finance, implementation/security for IT, user experience for end users, etc. The modularization from above helps with that.

4/ Use a crib sheet.

Demo excellence also requires knowing exactly what to accomplish in the meeting beyond showing your product.Thus, outline objectives and information to gather: decision process, additional stakeholders, specific use cases, etc.

5/ Close with clarity.

Make specific recommendations (typically moving to proposal). Confirm buyer agreement on next steps. Don’t end with ambiguity.

While doing so, remember:

Mastering the demo isn't about showcasing product features – it's creating strategic interactions that move qualified prospects confidently toward purchasing decisions.

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Enjoyed reading this?

Then check out my conversation on the focal podcast with Greg Costigan, a former sales leader at Box, Zuora, Zenefits, LearnUp, Hone, and many more.

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