I caught up with Robert Carpenter, Head of Marketing & Growth at Demostack, to chat about our new partnership and ask him about how demo-led sales is helping organizations to drive revenue.
Q. Can you give us an introduction to Demostack?
Robert: We focus on giving sales and sales enablement control over the full demo environment, which means you can create a replica of your product that looks and feels exactly the same, without having to rely on engineering - who can then focus their time on actually building products.
You can customize and create as many custom demos as you like. We personalize it to the prospect, personalize it to different personas, and use those for your live demos, handoff demos, as well as use them for sales enablement, and sales collateral. You can do this stuff in minutes with zero code.
Q. How can someone upgrade and deliver better demos?
Robert: First and foremost: deliver more personalized sales experiences. Instead of jumping into a demo, that's essentially a harbor tour of your product, your demo is already tailored to the prospect, so you can really focus on the conversation and have a relevant and collaborative discussion.
And it goes beyond just that first demo; if you're able to personalize your demos at each new touchpoint, then your customer is able to progressively see themselves gaining value and what success looks like for them.
Q. How do you see sales enablement professionals leveraging demoing?
Robert: This is typically something that AEs, pre-sales and product engineers do on their own, but we’re seeing more and more sales enablement professionals get into the game of demoing because of the rise of demo automation tools like Demostack. They can use it in a similar way to how they currently create content assets.
We have a point-and-click editor, so you can just jump in and create a demo that’s personalized for a particular industry or particular persona. You can create what we call ‘micro demos’, focused on specific problem-solutions and use cases. And we're seeing those demos be used across the sales team and across revenue teams.
We're seeing success with our customers creating assets that are much more effective and tangible for prospects and customers than a PDF, video, or GIF.
Q. What can our community expect to learn from you at the Future of Sales Festival?
Robert: We want to help the sales enablement community, and the Sales Enablement Collective in particular, empower their sales teams to deliver better demos, accelerate the sales cycle, and leverage their product. We've all heard of the product-led growth movement, and these tailored demos enable that, but within the sales cycle and within your human touchpoints.
So, at the Future of Sales Festival, we’re going to talk about tailored demos and demoing strategies, and focus on how sales enablement can get involved in providing a better demo process, and insights and analytics for the sales team.
We're going to be talking about how you can take tailor demos to a whole new level, whether using Demostack, or another demo tool, or even just on your own. We’re calling this new process ‘progressive demoing’, so we’ll cover what it is, how to do it, and how it can really accelerate your sales cycle. We’re excited to answer any questions - and we want to get insight from you guys as well, and learn you’re managing your demo process and enabling sales.
Watch the interview>>>
Interested in learning more about how progressive demoing can help bring your product to life for customers and prospects?
Catch Robert’s presentation this Thursday, June 10th, at the Future of Sales Festival. Secure your spot for the three-day event now, and hear from other sales experts from the likes of Google, HubSpot, Zoom, Amazon and many more.