In this episode, Angus and Pete focus on the critical role of demos in the buying process. They discuss various types of demos, their appropriate applications, and the importance of tailoring presentations to the audience. The conversation emphasizes the need for effective communication, storytelling, and understanding the buyer's journey to enhance customer experience and drive sales success.

Takeaways

• Demos are tools, not destinations.


• Demos are valid at all stages of the buying process.


• Know which type of demo to use at the right time.


• Understand your audience and tailor your message accordingly.


• Make demos interactive and relatable.


• Use real-world examples and storytelling to engage buyers.


• Focus on pain points during sales demos.


• Prepare thoroughly before conducting a demo.


• Every feature should tie back to a business pain.


• Demos can drive adoption and optimization post-sale.


• It’s a demo not a training course!

Keywords

customer engagement, sales demos, technical demos, customer experience, demo types, sales process, buyer journey, training, stakeholder management, storytelling