Good demos don’t have to be perfect for the product. They have to be perfect for the audience.– FirstRound
A lot has been said about the importance of a good SaaS demo, and for the most part, it’s all true. Your SaaS product demo can make or break you. Demo well and your profits will soar. Demo poorly and your sales, company morale, and reputation will reflect it.
If you’re looking to learn more about what it takes to give a great SaaS demo, these 6 articles will get you started!
Airstory and Copyhackers founder Joanna Wiebe takes readers on an 18-minute journey through her greatest SaaS demo failures and successes. Reflecting on her all-time worst demo experience, Wiebe shares the history behind each of the building blocks she used to become the SaaS demo guru that she is today. If your demos just aren’t everything you wish they could be, start here.
When you’re demoing a feature, always give your prospects the big picture first. They should never watch you demo something and not know what the purpose of it is. If a prospect wonders, “Why is this guy showing me this?”, then you haven’t properly explained first what it is you’re going to demonstrate.– Joanna Wiebe
When it comes to SaaS product demos, “good” just isn’t good enough. Having a product that demos well means nothing if you don’t have the skills needed to demonstrate it properly. Connect with your prospects, address their needs, answer their questions and hold their interest. But is that really all it takes? No! If you’re looking to make a good demo a great demo, the unaccredited Salesforce writer behind this piece is talking right to you.
The notion of taking a SaaS demo “from good to great” doesn’t have to be daunting. Just follow some best practices and keep practicing until you’re ready to face the customer.– Salesforce
Bethany Walsh of real-time expense reporting giants Abacus took to the blog months back to share her Winning Worksheet for Great SaaS Demos. Included as a free download, this first-rate SaaS demo worksheet is broken into 7 easy steps and will give you everything you need to get your sales team ramped up and selling. As Walsh points out, with so much that could go wrong during a software demo, you need to keep the basics in front of you and perform some light technical preparation to set yourself up for success. This worksheet will help!
Measuring and assessing game tape from Day 1 is what separates the fastest growing closers from those that stagnate.– Bethany Walsh
Though something of a roundup within a roundup, Upscope‘s SaaS demo crash-course was too brilliant not to share. Comprised of insightful quotes and actionable advice from 10 of the industry’s biggest companies, this article manages to convey some deeply beneficial perspectives while also managing to remain very concise. Short, sweet and highly educational? Yes, please!
They should never watch you demo something and not know what the purpose of it is. If a prospect wonders, “Why is this guy showing me this?”, then you haven’t properly explained first what it is you’re going to demonstrate.– Close
Though clearly intended as a sales-pitch for Cortés Design, the strategies discussed in Pedro Cortés’ recent blog post actually make for quite an interesting read. Arguing that a good demo begins with a carefully designed landing page, Cortés shares 10 principles his clients use to stop wasting money on ads and get more (qualified) demos.
You should NEVER make the demo seem focused on your product, instead, focus on their problem or the result they want.– Pedro Cortés
While also a bit of a roundup itself, this multi-faceted piece from our own Anna Talerico remains one of her most popular articles to date. And for good reason! As the title suggests, this post from earlier this year offers a no-nonsense, in-the-trenches look at what it takes to give a great SaaS demo. Your prospects won’t beat around the bush, and neither does Anna. If you want the gritty truth about SaaS demos, this article is for you.
If you do a 90-minute demo and you think you nailed it because the prospect ‘stayed engaged with you the whole time’, I can almost guarantee you didn’t nail it, you blew it.– Anna Talerico
Thanks so much for joining us for another SaaS roundup. We hope to see you here again next Monday!