Gartner Research

Tech Go-to-Market: Does Your Product Demonstration Help Win Deals?

Published: 19 May 2016

ID: G00303987

Analyst(s): Julian Poulter

Summary

Demonstrations are critical to successful sales of complex business software. Sales enablement leaders should use these best practices to create winning demonstrations. They should also train reps, sales engineers and other customer-facing staff to deliver compelling interactions during the demo.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Research Demonstration Use Cases for Maximum Effectiveness
  • Build Agile Demos for the Most Frequent Use Cases, Script and Document Demonstrations, and Ensure These Are Fully Tested
  • Prioritize and Configure Demonstrations to Specific Requirements of Major Prospects
  • Train and Certify Any Staff Who Will Give Demonstrations to Clients or Prospects
  • Consider the Demonstration's Story and Content
  • Preparing Your Team for Giving Winning Demonstrations
    • Action: Create a Demonstrators' Preparation Checklist
    • Action: Give Further "in Demo" Guidance
  • Use Demos as a Key Part of Your Content Marketing and Digital Sales Content Strategies
  • Demonstration Automation
  • Specific Demonstration Types

Case Study

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