Glossary

Live Sales Demos

What Are Live Sales Demos?

A few decades ago, sales demos were face-to-face and typically relied on the sales rep visiting the lead’s home or office. Now, as digital products like Software-as-a-Service (SaaS) platforms have become exceedingly popular, we can move sales demos into the digital world, too.

A live sales demo involves a sales or technical expert but is typically done virtually. It’s easier for both parties to hop on a video call and go through a SaaS platform rather than try to meet in person.

These demos are often interactive, giving leads a chance to use the platform directly and better understand how it might address their needs and pain points. We’ll be exploring common types of SaaS sales demos and then drill down into how live sales demos help make sales.

Common Types of Sales Demos

SaaS platforms can leverage a variety of sales demos to help convert visitors to loyal customers. A few of the most common types of sales demos and how they fit into the buying process are:

• Pre-recorded demos: A pre-recorded demo is typically a non-interactive video, which may require some basic information before viewing or be readily available as an initial sales tool. These demos are early on in the buying process to help generate interest.
• Interactive demos: This type of demo aims to give leads some type of interactivity, even if it’s not a completely functional sandbox environment. They often include automated sales demos with the goal of helping to move leads through the customer journey.
• Live demos from a sales expert: Depending on the platform and price point, the live sales demo follows a 1-to-1 interaction with a salesperson and lead. Compelling demos should still have interactive components to keep leads engaged but may only include the sales rep using the product.
• Product tours: A product tour typically takes place after the sale is complete to help the new customer fully utilize the SaaS platform. It may be an interactive sandbox demo, a video, or a simple tour within the live platform. These tours help prevent cancellations by teaching customers what they need to know.

Planning for a Live Sales Demo

A successful live sales demo moves a lead from being interested to becoming a customer. While there may still be additional steps before they fully convert, the live sales demo is typically a pivotal moment in the sales process.

Having a successful sales demo that closes prospects is crucial, yet can be challenging. How can you plan for a successful live sales demo?

Understand the Lead’s Specific Needs

You can use premade sales demo environments, scripts, and overall processes — but they should still be modified based on the specific lead. Most leads will have specific pain points and other requirements that vary from other leads. All of the material you’ll be using should be modified according to what you know about the lead’s needs.

Additionally, taking the time to thoroughly understand each lead will help guide how you approach the demo, word choices, and the overall tone of the demo. Don’t make the mistake of applying a one-size-fits-all approach to live sales demos.

Prioritize Interactivity

SaaS sales demos should strive to be interactive by giving the lead hands-on experience with the platform. Not only will interactivity keep leads engaged, but it will also help the lead see how the product will fit in with existing workflows or solve specific pain points.

Software sales demos should allow leads to explore demo environments with prepopulated data so they can have a true-to-life experience. Interactive live sales demos go far in helping convert a lead into a customer while also preventing cancellations, as they’ll know what to expect.

Remember to Check-in

Checking in with the lead at various stages during the sales demo helps keep everything engaging and moving in the right direction. For example, you might be ready to explore a specific feature of the platform, but after checking in, discover they’re thinking about other areas of the platform.

Adding check-in reminders to your script or other reminders will help establish this habit. Staying on top of the lead’s thoughts and headspace helps you improvise your demo as you go.

End with Next Steps

The demo should end with what will happen next. This may look different for everyone depending on price points, workflow, and the lead’s preferences. Regardless of the specifics, the lead should leave the call well aware of what’s next before they become a customer.

Some live sales demo tools can also provide automatic reminders, follow-ups, or send onboarding product tours following the live demo. Consider your current or ideal workflow when evaluating different options to find the right tool that helps close the sale after the live demo.