Quelles sont les meilleures façons de créer une démonstration de produit adaptée à une entreprise spécifique ?

Researching the company is crucial to being able to get the most out of your discovery call. Doing discovery is needed to tailor your demo. Just researching the company via public information is not enough for compelling demos as the ‘marketing’ information doesn't share their Pain and is often, well, just marketing.

These are excellent concepts but please research the competition - know what they demo - they may have a super feature that saves time = provides value that you don't have....they have a very innovative way of doing ABC that opens the eyes of the customer. Also remember emotions and ego - dig if you can into the eval team ......also have a watcher at the demo - someone who is seeing who takes notes - and body language...if its a big money demo 2+-million $$'s then think about bringing in your mgmnt etc...I saw a demo many years ago of a mailing mgmnt system ....during the demo the SE took the eval team into the MD's office to watch him use the system...deal won!!!

1) Understand the Company's Needs and Challenges: - Identify key pain points and how they relate to business priorities. - Tailor the product's features to show how they address those specific needs and pain points 2) Customize the Content of the Demo: - Highlight features and benefits that are most relevant to the company. - Use industry-specific terminology and examples to make it more relatable. - Create scenarios or case studies that are relevant to the company’s daily operations. - Demonstrate how your product can be integrated into their existing workflow. - Encourage questions and feedback during the demo. - Use the company's name and refer to their specific use cases during the demo.

Understanding the company and their industry will give insights into what they want, and what they need but perhaps have not called out. Understanding their landscape will help you navigate with them as a partner, on where they are headed as an organisation. If you can unlock this to any meaningful degree, then constructing a value proposition becomes a simpler exercise. If they are a publicly listed company, then a read through their quarterly report is tables takes.

And most important, it should be tailored to each individual prospect. A solution is only a solution if the customer agrees it is a solution to their problems. A value proposition is only a valuable if the customer agrees.

Demonstrating empathy and understanding of customer’s business, challenges are needed at every stage for you product or service to resonate with the customer. Remember value proposition is not just about what you offer to get the deal done and all the pre sales work, winning a long term client would mean you need to care beyond sale and take them on a journey where they envision success with you. It’s important to add customer success expertise to the conversation early on and also talk about how customers can bring your solutions to life, support you offer to them on this journey to ensure they can see ROI and what you get in return is a partnership in the making.

To my opinion value selling proposition is the best to analytically motivate buyer along side softly touching up the point ROI

Craft a compelling value proposition by echoing the customer's language, framing their current challenges and desired future. Summarize pain points proactively, positioning your product as the bridge to their ideal state. Highlight benefits and outcomes, not just features, differentiating your solution and underscoring its unique value.

No, this is not the way, dear AI tool. A winning demo structure doesn't start with vendors talking about themselves. It starts with showing that you listened to the prospect. You gain trust and set the scene for your demo. The best demo structure is using the Great Demo! method. As a first step, read the book.

For an effective product demo, adapt the structure to fit the customer's needs while maintaining a coherent flow. Start with an introduction and agenda, then recap the customer's current challenges to show understanding. Focus the demo on features that directly address their key issues, ensuring the solution's value is clear. Keep the dialogue open, offering options for what to explore next, making the customer an active participant in the demo. This flexible approach, prepared with a backup for any technical hitches, ensures the presentation is relevant, engaging, and tailored to prompt the customer towards the next steps.

Give them what they need, and what they need only. Wrap every feature in how it helps to solve problems and how much value it brings.

When it comes to selling, "SPIN selling" recommends first identifying the customer's pain points before presenting your solution. Once you've done that, it's important to focus on the benefits of your solution rather than just listing its features, unless you're offering it at a bargain price.

No, dear AI. The best way to enable a conversation is to stop your monologue and don't pre-answer questions with a long demo script.

Enhance product demos by fostering dialogue and relevance. Use targeted questions, "How would this feature impact your workflow?" and invite experiences to adjust content dynamically. Discuss solving specific challenges, ensuring the demo resonates and provides value. Engage actively, making each moment interactive and insightful.

Follow ups are best agreed on the call. A great way to think about securing follow up is to collectively unlock a priority area for customer - an example could be a department in their business, where your product or service can add great value. This ways you can explore ways to better understand that area via shadowing opportunity or spending time with key customer stakeholders to help you move forward with solving a business problem.