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When I hear people talking about their gold demo, or bronze demo, or any other form of single “standard” demo, I cringe!
¿Por qué?
Because it generally means that their team has been trained to memorize it as part of their onboarding. This también means that they are programmed to show that mismo demo when presenting to prospects and customers. Over and over.
And why is this bad?
Because it lacks any personalization.
That’s why perspectivas names for the “gold” demo include:
- Visita al puerto
- Show Up and Throw Up
- Spray and Pray
- Tech Splatter
- La demostración de IKEA
- Vivir en el país de la esperanza
- Y
- Whisky-Tango-Foxtrot
What’s worse?
Focusing on learning a “gold” demo encourages customer-facing teams to treat all prospects and customers alike. Why bother with doing discovery if we’re going to show the same demo to everyone?
¿Cuál es la solución?
En mínimo your “metallic” demos should be plural – one “gold” demo for cada key sales scenario that you encounter.
For example, a CRM offering might serve diez (or more) distinctly different job titles:
- CRO or Head of Sales
- Sales Manager
- Salesperson
- Presales Manager
- Presales IC
- Jefe de Marketing
- Marketing IC
- Customer Success Leadership
- Customer Success IC
- Enablement and/or Field Operations
Would a single “gold” demo satisfy these disparate interests? Unlikely!
And vendors’ desire to do so has resulted in the generation of both live y automated stunningly awful Harbor Tour demos that seek to embrace all users’ needs and interests, yielding long, linear, painful demos that ultimately satisfy no one!
It’s like turning gold into lead.
If you’ve got ten distinct demo scenarios, you need ten distinct demos!
Here’s your foundry for effective, personalized demos: