Value-Based Product Demos
Articulating Your Product’s Capabilities and Value
A successful B2B enterprise sales operation needs more than tradecraft and a winning personality. When selling to enterprise buyers, you need to demonstrate that your technology functions as promised, is differentiated in ways that are meaningful to the buyer, adds value at a competitive price point, and will not disrupt the buyer’s IT stack.
Is this you?
Your product pitch and demonstration are feature- and function-centric. You typically begin with a few slides, and then provide a demo that shows a representative set of your product’s technology capabilities.
As a result
too little effort is devoted to uncovering the buyer’s idiosyncratic pain points and aspirations and preparing the Sales Engineering team
obtaining second and third meetings is a challenge
pre-sales resources are overwhelmed with requests
mid-funnel opportunities are stalling
prospect accounts are being placed on hold or lost due to “no response”
How we add value
Our Pre-Sales / Solution Engineers and Solution Consultants
bring decades worth of B2B lead qualification, demo process and ROI quantification templates to the engagement
offer a fresh, unbiased opinion on the current state of your product demo
rejuvenate mid-funnel pipeline opportunities with a value-based approach to communicating product capabilities
provide a friction-free expansion to your current demo environment
offer a lending hand in closing more deals
Value-based Product Demo Success Stories
