5 Insider Tips to Get a Demo That’s Actually Useful
By Omair Malik
Author: Omair Malik
Have you ever found yourself (and your team) wasting time, missing out on opportunities, or failing to meet your goals? It can be perplexing when you know that your strategy is airtight—what could be holding your back?
After analyzing all the clues like a detective in a riveting HBO finale, you may realize the culprit is lurking in your marketing technology stack! A bad technology choice can pose a variety of problems for you and your team—maybe it’s too slow, maybe it doesn’t scale, maybe it doesn’t sync effectively with your other technologies or maybe it’s just too clunky and difficult to use.
So, if it’s time for a change, how should you go about it? Some of my colleagues have written excellent guides on how to get started but I’d like to focus this post on the product demo, which is a critical part of any evaluation of technology.
During your evaluation, the product demo is your chance to understand how this new platform will change your life for the better. Rather than a generic recording, you get to speak to experts who’ll be able to answer your questions and paint a clear picture of how you can lead your team to success.
Based on my experience in talking hundreds of customers through this process, I’d like to explain how you can use 5 simple steps to make sure the sales demo you receive is a valuable exercise that will help you pick the best platform for your team.
1. Partner with Your Sales Rep
You might be tempted to skip the discovery call altogether and insist on seeing the platform immediately. Maybe you find yourself annoyed with the barrage of questions you’re getting about your business and your evaluation when all you want to do is buy something immediately. After all, you already know what the problem is! You just need something to fix it.
However, going into a demo without explaining your requirements means that you’ll either see every single product available or a generic overview, which will make it hard to connect the dots. This will translate to a longer evaluation and a harder time making the right choice.
If you take the time to explain your goals to the salesperson, they’ll be able to craft a custom demo that will answer your questions, address your pain points and give you clear differentiators for your eventual decision. Instead of thinking of your sales rep as pesky, consider them as a partner on your team who’ll help you make the right choice and get your team on the right track.
2. Make an Obstacle Course
For the demo, think of your situation today. What parts of your process are frustrating? What parts are critically important? Use these activities to map out 3-5 “missions” that you want to see tested out during a demo. This could be as mundane as sending out an email to something more complex such as managing and reporting on all your webinar programs for the year.
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