The Sales Machine blog has a great set of tips for anyone that gives product demos for a living, and since I’m sure there’s a lot of software sales people that read Outsiders – I felt I had to link it.
There’s some simple, yet often overlooked tips found there. Mainly – “test your demo.” In the age of SaaS and web meeting tools trumping canned slideware demos – I can’t count how many times vendors’ demos blew up in their faces while I was an analyst.
But also, as a marketer, I tend to demo “latest features” and cool bells and whistles to press and analysts – parties who tend to a) have a background in CRM in general and/or SugarCRM and who are also less interested in a purchase decision as they are about judging the Sugar product offerings against competitors’ latest and greatest. In a sense, I represent the antithesis of these tips and tricks at Sales Machine.
Talking more and more with CRM sales people and buyers – I think CRM providers (SugarCRM included in some regards) have complicated the meaning of CRM. In some ways – there’s just too much stuff even in the most basic version of any CRM product – users can all too easily get confused. We have tried hard to make a very “easy to adopt” UI and system in general – but I think the best CRM sales people show users how to turn off functionality, get the most out of the system immediately, and how to drive value from CRM – instead of simply wowing users with cool visuals.
Maybe I’m wrong – maybe users want the flash and dance. I’d like to hear from some CRM sales people, and CRM buyers – regarding what they look for in an initial demo. Is it a simple, straightforward approach that works? Or is it a mix of core CRM and targeted use of business-ready “2.0” or cool new features that wins prospects over?