Does Your Demo Deliver?
You're invited to join a live, interactive webinar that will challenge your thinking and ask, "Does my demo deliver?"
In this fast-paced, thought-provoking session, you'll learn how to cut through the noise and deliver a demo that not only showcases your product or service, but also connects with your audience on an emotional level.
Key learning points include:
🤝 Creating a demo that connects with the prospect on a product and emotional level.
📖 The use of storytelling in creating an effective demo.
🔊 Effectively cutting through the noise to grab your audiences attention.
🎨 How to create an environment to engage in a live, interactive environment that offers thought-provoking discussion.
Through a combination of storytelling and case studies, you'll leave this webinar with a new perspective on how to create a demo that inspires and motivates your audience to take action.
Don't miss this chance to be part of a conversation that will change the way you approach demos forever.
Does Your Demo Deliver
Joe: Hello and welcome to this B2B Sales Playbook webinar brought to you as always by Lead Forensics. I’m your host, Joe Ducarreaux, and joining me today to answer the question, does your demo deliver, and more is Daniel Hellerman, Chief Product Officer at Saleo. Hi Daniel. How you doing today?
Daniel: Hey, Joe. Doing well.
How about yourself?
Joe: I’m very good. Thank you. All the better for, uh, for speaking to you all about demos and such this afternoon. So let’s jump straight into this then. Can you share a story about a demo that truly connected with its audience and inspired them to take action?
Daniel: Yeah, absolutely. So, I mean, I’ve had the privilege of sort of always working for companies in my careers that were on the very edge of technology, right?
And so, it’s always- You get this amazing benefit when you are demoing that new technology, the people I’ve never seen before. Right? Being a versus like, hey, I’m gonna demo you a product that you, you’ve probably seen 30 other competitors in the market and, and you know, you’re putting those pieces together.
And so across, you know, across my history I’ve had, you know, three demos. You know, you almost have a demo at each company that really sticks out. As being one. But most recently for us, right at Saleo, we specialize in helping companies demo their software better. Um, and we did a demo, um, with a large, uh, I’ll, I’ll put it this way, fortune 50 Company, um, who had never had control over their data inside of their product whatsoever before.
Right? And we were able to so live on a demo, right? We gave them access to Saleo, they were able to install it and start controlling things like graphs and tables. And as a product marketing rate, when you’re demoing to a product market in pre-sales, The data that’s inside of a product is so important for them, right?
Mm-hmm. It was almost. Jaw dropping to watch the reactions, right? Like you, you know, like there’s certain times like, you know, and it’s like, this always sounds like founder BS when you’re talking about it, but as a, you know, having worked in pre-sales before and having worked in product marketing, know how much I struggled to like get a screenshot and be like, Hey, I really need a screenshot where this graph is going up.
It shows these kind of metrics, right? People are like, well, we gotta meet with product engineering. It’s gonna be like five or six weeks and these guys are doing it in two clicks. You know, we’ve, you know, not just with that company, but other companies, like we’ve had, we had a company sign, a six figure.
Three year deal, um, within 24 hours basically after the first demo. And so just, you know, when you talk about connecting with your audience, right? It was a audience that just had this issue. They’re like, we constantly have real time data. We’re based on top of other CRMs. We can’t show our product and our demo.
A lot of times we’re just saying, imagine this and this would be here and look at this date as this old. That’s, you know, that’s probably one that I’ve seen that’s like most connecting, right? Cuz it impacted, you know, the course of the company for us, right. When, when you get a deal that size, that, that quickly.
Um, but I’ve seen other, you know, other very similar demos, early days of account based marketing. I helped build the technology behind platforms like Terminus. I worked for a company called Sev. One was a network performance monitoring company, which doesn’t sound like it’s exciting or it’s on the cusp of innovation, but we built this way to monitor networks almost the same way like a bit torrent would work, right? Interconnected devices. Mm-hmm. I remember being at a trade show, and I was in marketing at this point. I wasn’t even in pre-sales, but some of my best friends were in pre-sales. They were helping us to sell a product and sitting at a product demo.
With people that were heads of, you know, uh, networking at Google and Verizon and Comcast and all these big, you know, a plus players in terms of networking and network performance and saying, Hey, we have this device here. It’s a simple server and it can monitor up to a million devices at once. And oh, by the way, you can have unlimited of these and they’re all going to reach back and they’re gonna report back on metrics at the same time.
Like we were talking to when they had a network performance issue before you suspend like 45, 48 hours for a network report to pull to tell them what was wrong because they had so much devices and they’re like, wait, you mean I can pull 12 million devices and get the report back in like 10 minutes?
And I was like, yeah, I mean just you see that switch go off, right? Yeah. Where they’re practically signing that order form on the call. Um, and that’s, you know, like you couldn’t inspire somebody to take more action that way, you know? But we’ve. Go on to where, you know, you’ve gotten off a demo and you’ve had three other companies reach out and be like, Hey, my friend worked at X, Y, and Z, who you just demoed.
And now, and right after I got off they called me and we were like, Hey, you know that problem I was having back when I worked there, you guys need to look at X, Y, and Z vendor. And so I would say any sort of those types of stories, um, really, you know, you see people taking action quickly.
Joe: I gotta say, it’s gotta be incredibly motivating, inspiring to see like that, to have that moment, like you say, the jaw drop moment.
So, how do you then go about creating a demo, which does more than just showing what the, the tech does, what software does the features, and then taps into exactly as you were saying, the problem solving site. How’d you go about creating that sort?
Daniel: Absolutely. So it’s, it all comes down to discovery, right?
So, um, huge fan of discovery, right? Both in any sales call you’re doing, you have to know who buyer is, right? Otherwise, you’re just doing an exercise in public speaking at this point, right? Um, you truly need to co connect with what their needs are and why they’re buying your software, right? Um, and so for me, right?
I’m a big fan of books like, you know, uh, Peter Cohen has a book called Doing Discovery, right? It’s like 500 pages. Proper way to do the discovery and to dive into your customers. And so, you know, whether we’re doing a demo here at Saleo, tell people what we’re in the past, right? The first thing we say is, what problems are you trying to solve?
Right? So Saleo being a demo platform company that helps people perfect their demo environments, my first thing is always say, Hey, what are your biggest challenges with your demo environment? People come to us and there’s like, you know, it’s typically one of three things. It’s right. It’s, I can’t have up to date data.
I can’t have accurate your data. I have no way to feed my demo environment whatsoever. Or it’s like the ABM play, right? Which probably resonates with you guys at Lead Forensics. It’s like, Hey, I need to show relevant data to my buyers. I have this one demo environment that’s built for manufacturing demos, and when I’m demoing somebody in healthcare or somewhere else, like I just can’t do it, right?
And so the first thing I do is like, Hey, what’s that list of data? And then as we’re giving back the demos, let’s focus on those discovery pieces. Oh, you’re having an issue. Industries and wanting to do demos. What if I showed you this demo library and showed you a couple clicks? You can swap the whole data from one set to another for a different industry, right?
You’re having an issue with your, you know, performance feedback of your platform. Watch, when I activate Saleo here, how much faster it is, right? It’s, it’s directly co connecting to those, but it’s also like I’m a big fan of bringing those back up, right? It lets the customer though that you’re listening to them and you care about them, right?
Not in a salesy way, it’s just like, Hey, you guys struggle with this and we know it, and this is why we built X, Y, and Z. Right? Uh, once you connect to that and you connect to the pain points, the rest of the demo tends to be ordered towards, you know, the questions start to be about, I can use your product to do X, Y, and Z.
Right? And once the, the prospect or the customer is in this position where they’re. They’re thinking, Hey, I’m using your tool. What if I use your tool to do X, Y, and Z? It makes the sales so much easier cause they’re already in that mental place of I’m going to use your tool. Right? Versus, oh, what if I used your tool right? And so once you can flip them from that, actively, maybe I’ll buy to, if I was using it, the, the whole sales process gets easier.
Joe: So it’s almost like they’re bringing, they’re answering their own questions almost at a point when they realize the potential of what this thing can do, they’ll go, ah, I can use it for this, for this, for this.
So then exactly. Sorry, did you have more to say on that? All the No,
Daniel: no, no, exactly. Um,
Joe: so what, what are the biggest mistakes people make when delivering a demo?
Daniel: So the first one that I see all the time, and I’ve, I’ve done billions of, of product demos in my histories as a product leader, is that a lot of people just like to hear themselves talk, right?
Or they have a set static script, right? So many, so many sales teams, especially in the SaaS world, and I see this a lot with like the larger venture capital backed companies, right? Like they come in, they establish hey, this is our demo guidelines, this is what everybody needs to hit a demo and we’re evaluating you exactly on whether you hit the script and then you have people reading the same script over and over again on every single call and not imagine if there’s somebody different on the other side of the platform.
Right. And so for me it’s, it’s, it’s really, you know, it’s, Hey, I’m focusing on me and what I wanna present versus the customer and what they wanna see. Um, the other one would be like, taking your time, right? Like Saleo, you know, specifically typically, like our first demos take an hour, we’ll have a follow up demo that may take an hour, right?
Things like that. But we’ve had certain customers that our first demo, we didn’t even get halfway through it on the first call, right? And we’ve, we’ve been side bared and we’ve done another follow up, right? It’s so many people wanna rush to get through their product and sale and then this is the rest, right?
When, if you have a customer that’s, that’s, um, asking questions, it’s probably the best thing you can. Our CEO always says this, and he heard it from his, his old CEO, but like, questions are applause, right? So if somebody’s actively asking questions, you should take that as a moment for like, Hey, cheering, like, dive in.
Let them ask as much as they want, because questions are just a way that people are getting comfortable with your solution, right? They’re understanding how it works. And the more that they gain that confidence, right? Cause questions are just there to build your confidence or, you know, lack of confidence if you have a bad product, you don’t typically see that often, but you know, it’s, it’s true, right?
Like they’re questions are there to scope out whether you can work for people. And so not taking the time and just like sort of talking at your buyers. Never worthwhile.
Joe: I guess like sticking to a script, I suppose a script would be there more as a guideline rather than, actually you need to say this word for word because as you say, very, very quickly, it’s gonna become repetitive, it’s gonna be robotic.
You’re probably not putting all that much difference into your, you know, your tonality. Are you? So yeah, of course it’s gonna switch people off, but I, I really like your comment to what you said, the questions you should, you should use, you should view questions as applause. Sorry, I stumbled over my words there, but I really, really enjoyed that. That’s very good.
Daniel: That’s, yeah, my fair quote.
Joe: So you’ve, you’ve started to give us a few tips for, creating a, demo that resonates. Have you got any others for us?
Daniel: Yeah, absolutely. So it’s, it’s building your demo and your, your plan for your demo ground up for your prospect. Right. It’s, it’s saying, you know, we already talked about making sure that your demo resonates right.
If a buyer comes to me and says, say, say I’m in healthcare, I sell the mid-market companies and I’m doing X, Y, and Z, right? That demo needs to match the requirements end to end. We always say that like, uh, every little detail matters. It doesn’t matter if it’s like, you know, let’s say, you know, Lead Forensics.
You guys heavy in the account based marketing space, right? If I’m demoing a healthcare company, I’ve got a list of auto manufacturers, I’ve got an instant dis. But it’s not just fixing that list of auto manufacturers down to like healthcare companies to make a demo connect, right? Like every little detail matters, right?
It could be the name of a filter, right? If you’re demoing that and your filter is named like Q1 marketing results, and then that has nothing to do with what we sell, it doesn’t work, right? And so we always say, you know, especially with specializing in demo environments, uh, buyers have a bullshit meter that detects on parts per billion.
Right. And, uh, I apologize, Melissa for the curse, sorry. But it’s the fact of the matter, right? Like they want to see realistic demo environments, but they’re also sniffing out to say like, is this gonna work for us? Are they putting on a show for us? Right? And so they wanna see realistic use cases of people using their product there.
And so I would say as you’re building that, it’s making sure that you have that lasting, you know, that, that. That data makes that lasting impact. And then the flip one is that I’ll say like people wanna see success with a product, but they also wanna see what success doesn’t look like. Like, so when I built Saleo, one of the first challenges I was trying to solve was I had come from a network performance.
Area in the past, and I said one of the hardest things for network performance platforms to showcase in the demo was what do things look like when everything’s going wrong? Right? So demo, we were always demoing the same like fake network environment that we’re monitoring and everything was acting well, right?
But network performance tools are there to show you what your network’s gonna look like when it’s being hacked, when it’s being attacked, when performance is absolutely in the crapper, right? And you need to, everybody needs to do an all hands approach. Unless you’re actively hacking your own network, right?
You have a hard time showing that. And so I always believe that it, you have just as much benefit from showing what success looks like to showing, you know, as well as saying, Hey, this is what success doesn’t look like. Because it gets the buyer to sort of put themselves in the picture. Like nobody wants to be unsuccessful with a piece of software they’re buying, right?
Especially if it’s a large purchase. Doesn’t matter if a small or large purchase, right? And so showing people, hey, this is what this is gonna look like, but also then showing them the same states inside of their software, right? You know, in your case, right, with a, a Lead Forensics, like, Hey, this is what people look like.
They’re gonna have really good data. This is what anonymous data looks like. People wanna see all those edge cases. Like I see too often people having like, you know, let’s say I’m, I’m de anonymized in traffic, like as Lead Forensics. Their demo environment has nothing but. But identified traffic. And then when they go to use it, it’s like, okay, well, like maybe 10% of my traffic wasn’t identified.
What does that look like? Right. And so it doesn’t match their expectations. And you have that immediate disconnect where you’re losing trust with the sale, you’re losing trust with the pre-sales team. When you go on to go in and sell something new, they’re like, well, what I saw on your demo didn’t look like what, what I was expect.
I experienced myself. Right. And so it’s, it’s realistic environments, right? With those sort of handholds and those guides. It’s not you know, God himself is using this, this product and everything’s perfect, right? So. Mm-hmm.
Joe: And I suppose if you are, if you are willing to show, look, this is what it looks like it’s going wrong, it shows that you have confidence in the products that you are demoing for them as well, right?
So alongside changing the tiny little filters, as you mentioned, as well alongside that, because look, you know, we know what we’re talking about. Do you know what I mean?
Daniel: Yeah. It, it builds trust in your customer success process and your sales process, that you are there to shepherd, to guide them to what success looks like and not just like, Hey, you know, this is what it’s gonna look like and it’s, you don’t necessarily have to do it on a demo, but when customers are asking you in the process, what does this look like?
What does it mean to be successful? So many companies that I’ve seen will re-spout what they wrote on like a, uh, you know, portion of the website. They’re like, well, if you use our product correctly, you’ll close 300% more deals. And then they don’t go into it, right? It’s like, well, what does use it correctly?
What if I use it incorrectly? Right? What if I’m halfway there? And so, you know, it’s taking people where they’re at and giving them like sort of that three step plan on like, here, beginning, medium, long, long range. This is what we’re gonna do to help improve your process.
Joe: A hundred percent. Yeah. So then how, how do you ensure that the demo that you are giving is memorable and, and leaves that lasting impact?
You know, you want that jaw on the floor moment.
Daniel: Yeah. So, yeah, it’s, it’s, you know, once again, that’s back to discovery. It’s making sure like whatever the biggest impact for a customer is gonna be, right. For us, it’s usually like, hey, we wanna see our live demo transformed. But for other companies in the past, it’s been like, hey, this is how we
help you take action, you know, across network performance at scale, or this is how we can help you identify accounts. It’s ensuring that that like mic drop moment is as well suited towards your customer as possible, right? It’s like if, if you don’t have that right, like you could show that mic drop moment, but if you, once again, if you’re showing manufacturing data to a healthcare person, it’s not gonna connect nearly as well for them.
And so it’s, it’s doing that, but it’s also taking into effect all the people on a call, right? So like, I’ve seen a lot of do these sort of, you know, mic drop moments inside of their demos where you’re like, look how cool this is. But they’re building it towards like the one person that they’re talking to on the demos.
So Joe, if I was selling to you the most at your company, but you have brought on your CRO team and your, you know, a number of other people to see the product, it connects to you. That’s great. You may have that mic drop moment, but the other 15 people, the value of it is completely lost. Right. And so I would say it’s setting up that expectations across the demo that’s like, oh yeah, you know, Joe, you’ve always said like, You’ve struggled with demo environments, it takes you 10 hours a week just to do personalized demos.
Yes. Well, as we, you know, as you’re building this momentum and you cross the demo, right? You’re building on top of that story. Well, this feature would save you three hours a week, right? Yes. No. Right? And so then you’re the, you know, the CRO the seat in the back of my head that’s like, okay, I’m gonna get 90% more productivity out of Joe.
I have this benefit. Right? The person that’s in marketing, it’s like, well, I can, you know, Joe takes three weeks to get back to me for a dedicated screenshot. Not cuz he’s a bad employee, but because it takes us all this. They’re, you’re building that momentum with all of their job titles together. So then when you show that peak area, like for us Saleo, it’s, hey, look, we have complete control over and you can just do this in seconds.
That product marketer, this on the call is like, oh my God, this is gonna be my life easier. Cause I’m gonna get the stuff I need back the CROs. Like, I’m getting 90% more out of my employee. Right. And Joe’s like, I can do my job the way I’ve always dreamed of it. You have that like combined mic drop moment versus like, okay, one guy on the call’s really happy and the rest are kinda like, okay, let’s go onto the next slide or the next screen.
Right? And so it’s building that momentum together and making sure that you know who’s gonna be on the call before the call. Cuz so many people you hop on and they’re like, Hey, let’s do introductions now. And there’s nothing wrong with doing introductions at the beginning of a sales call, but if that’s the first time you’re getting to know what the audience is that’s going to be on your demo, you’ve done your homework wrong, you’ve, you’re sort of not set up for success.
Joe: And you absolutely need to set it up before you go into it. Right. So, so then do you have an example of like a, a success story of a company who transformed their demo approach with you and, and saw significant impact on their business?
Daniel: Yeah, so many. So, you know, we have been. You know, ah, pressing, pressing the gas with some of the world’s biggest sales and marketing companies.
So companies like Drift and Sales Loft and Terminus and Outreach in Aravo and Six Sense Eclair, right? Like these big heavy hitters in the marketing and sales space have been transforming their sales environments with us. And so, I’d say one of the really cool ones I like, cuz you know this story is twofold, right?
It shows both an internal change and a internal process. You know, happiness as well as external increase in, in sales and marketing. Sales Loft, right? They’re one of our biggest CU customers. If you imagine, their platform is built on top of CRM data, right? And so you not only would have to have your sales loft environment up to date, you would have to have like a Salesforce CRM constantly feeding these emails and these, these circles and sauce up to two stories of similar companies.
So SalesLoft a year ago, pre-sale. Was measuring their average, um, you know, time per custom demo across all their users. And they were coming off on like, hey, just taking ’em three or four hours to prepare a, uh, you know, demo environments per week. And they did an NPS score across all of their. Um, their pre-sales team, right?
And their NPSs score across the team was something like a 4.7, right? And not with their happiness with SalesLoft General. They love working for SalesLoft, but the process of like the screwing process of setting up all your demo environments every week was just weighing on people. And at the same time, we were doing, you know, I was meeting with independent researchers, the Peter Cohens of the world, that help do, you know, help companies transform their demo processes.
And we’ve, I found this really interesting stat that was like, Um, plus people that spend more than one hour pre-sales teams spend more than one hour per week doing demo maintenance and things like that, have an 85% more likely chance of leaving their companies within the next two years than people that don’t.
Right. Just because they get so frustrated with doing these same mono tasks. Pre-sales and sales teams especially, right? Like incredibly sharp, intelligent people doing these monotonous tasks or wearing on them. And so if you imagine SalesLoft having four hours of demo maintenance per se, right? And they have hundreds of them a week.
You know, not only is there an incredible, you know, money lost in terms of terms of pre-sales time that could be spent selling and, and doing things, but there was also just like a general unhappiness with the over maintenance. So they recently did that same NPS score after a full rollout of. Um, and we’ve, you know, now sort of taken over their entire platform and we’ve done it in chunks, right?
That score went up to a 9.2. Their demo maintenance time went from four hours per week, per se. Like I said, they had hundreds of them to zero, right? When you imagine that’s like a hundreds of thousands of dollars of savings, they’re alone. And then when you imagine their demo environments, right? So they have rolled out this feature called.
Which was like a whole new tactic that was built on top of that daily activity. So coaching was built on top of SDRs activities, right? It’s very Lead Forensics friendly, right? When you imagine like a, a BDR giving, doing, sending hundreds of emails a day, doing dozens of phone calls, sending text messages, all those activities had to be tracked in real time.
And so you can imagine trying to keep that data up in their platform was like next to impossible. They have their SalesLoft conference coming up, 13,000, some attendees. Or more they use Saleo to power the entire demo environment for that, um, that presentation, they were able to make this real-time demo go, you know, go off without a hitch, right?
And so really, really, really cool, um, experience for them. And we’ve had very similar, we have other companies that are, you know, I’m not allowed to to name this company, but we had a company that was, um, you know, very similar CRM based data. And they were hiring a team in the Philippines to the tune of almost $800,000 a year to actively use a, a fake CRM and email each other all day, every day just to keep their demo environment date up to date.
Because they’re like, they reported on all that activity and there’s no way to keep it live. There’s no way to automate it. And so they were able to just, you know, by switching to Saleo, just completely removed that 800,000 deal. And then on top of that, right, not only do they have that live data up to date, they were also able to build it by industries, build it per verticals, show all the different areas.
And so, you know, what would’ve been, you know, they were looking into doing the same with that, um, that that company in the Philippines and that company in film is like, okay, well we’d have to state what we did and we’d have to quadruple, right? And so facing down the barrel of like a three to 4 million a year process to transform your demo environment, you know, down to, you know, a single contract with Saleo.
Was really, really, really, you know, a, a big deal for them. And so, I would say that, that those are two that totally transformed their demo approach. But every single company is different, right? It’s, there’s so many different use cases for good demos and, and demo environment. Like we had a company, um, and I’ll, I’ll tell this one, one just for fun, but they, they had.
Realtime data coming into a website. Right? And so like, how hard is that to demo in time, right? Like you guys do real-time lead up analysis. You can imagine that alone. Um, you know, and you imagine things like chat bots and other things that could interact with customers. With Saleo, they were able to feed that same live demo in data in, and sort of make it, you know, show case their live features, but with like a, a set group of rules that really.
Uh, define it. And then we had another company take that same idea, right? They did real-time vehicle tracking and literally make cars driving up and down roads. And so when they’re showing like, you know, to different companies, they’re like, oh, you’re over here in, you know, uh, I’m here in Woodstock, Georgia, right?
I’m gonna show you cars driving around the area that you are used to. Right? And so it’s really, it’s a total difference and it’s a total, um, change to their demo environment. The thing that we hear over and over after companies roll it out is just, you know, this has transformed the way we sell. We finally get that connection with our end users and our customers, and it’s so powerful.
One of the, the coolest things that I think that’s a success metric out of like every demo and every successful rollout, like we have had, um, at least one or two of our, like our primary champions at companies that we’ve sold to apply for jobs at Saleo. We’re like running check mark. It’s like, out of all of our customers, there’s only one that hasn’t had an employee, employee apply, but it’s like, it’s really cool, right?
It’s like, hey, they’re. Connecting to it. And so I would say those are some really cool use cases, but I have have dozens of them. Cause every company’s data needs are so different and we’re the sort of only platform that can power what we do.
Joe: Of course. Yeah. That’s amazing though that you have people actually applying to come and work you guys then. So, but beyond that very specific, you know, that very successful metric. How else do you measure, measure the successes of your demos?
Daniel: One of the big ways is like a reduction in people asking for proof of concepts, right? And so, excuse me, when, when you imagine like archetype of customers, right?
The drifts, the SalesLoft, the outreaches, the claritys. They’re, you know, they’re big, big, big platforms. And so, uh, POC can. Very taxing on a sales team, right? It could be a multi-month process, it could cost them significantly out of pocket, and you’re still trying to ensure that you close the deals. And so with our customers, on average, we’re seeing like a 70% reduction in the proof of concepts being asked for because the demo that you gave is already relevant, right?
People are getting that idea that’s like, oh, I don’t need to try this to know that it’s built for me. The demo that you gave to me was very crystal, clearly built, um, for us, right? And I would say that the, that remaining 30% of the proof of concept. A good chunk of that is probably still, hey, we just need to improve our demo data.
Right? Once we get it to where were those customers would’ve been happy, we could have probably cut this even more. And so proof of concept is a huge one to me because it just, it’s an immediate proof that you have convinced the customer that with, through your demo, that your data could, could prove it, right?
And then it’s speed to. Speed to, um, to close as well, right? And so it’s, it’s deal acceleration, right? It’s, hey, a typical contract with this healthcare companies takes us four months because we’re doing those POCs and we’re doing these other pieces, right? With Saleo, you know, they’re closing in 30 days, 60 days, right?
It’s just a huge, huge proof of value. And so I’d say those are two big ones for.
Joe: Hundred percent. Absolutely.
Okay. So Daniel, let’s, let’s go for this one then. Uh, what’s out of all the things you’ve taught us, all the things you’ve spoken about over the course of this webinar, what is the absolute key. Everybody should remember when considering their demos, how can they ensure that their demo deliver?
Daniel: Yeah, it’s discovery. Discovery, discovery, right? There is no more important job. And discovery doesn’t start with pre-sales, right? Discovery should start with the SDR doing the outreach, right? It should bubble up to the accounting executive, right? It should go down, like discovery isn’t just owned by one single person, right?
And it shouldn’t be owned solely by, hey, we went to this database of information we have around this company. We saw the data series A, right? Real discovery is real problems, right? And so it’s. Hey, I reached out to Joe, he’s my primary leader. I’m asking him his problems, right? It’s every person on that call getting their discovery, getting their pain points, getting their problems, right?
That’s how you build to that, you know, that mic drop moment of the demo, right? It’s, it’s a solution. Has to work for everybody. Very few companies are willing to drop six figure contracts to solve one person at their company’s problems, right? Unless it’s a COO or a CEO, right? They are, they’re doing it to their teams.
And so building to that value and, you know, knowing each person’s problems, knowing the typical types of problems and challenges that they solve, and building to that and building for that is the only way to, you know, to. Do a proper demo, right? Otherwise, you’re just, you know, you might as well just hire someone to read a script or replay a video of somebody presenting a demo.
Joe: Fantastic. Daniel Hellman, thank you so much for joining us for this webinar. Keep an eye on leave forensic socials for news of our next upcoming webinar and we’ll see you very, very soon for our next one. Thanks so much.
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