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Demo-litions: Klue’s Sales Demo Tear-Down (Episode 2)

Demo-litions Klue tear-down
Sales Process

Welcome to Season 1, Episode 2 of our new Sales Hacker series: Demo-litions, where real reps giving real sales demos are reviewed by two sales experts.

Please provide your feedback and comments so we can keep improving this series as we go! To see new episodes as they come out, subscribe at the top of this page, and we’ll get them to you in your inbox each week.

Full Disclosure: We don’t have anything to disclose. Nobody in this video paid to be in it, and we didn’t trade any services either. This is just our honest appraisal of a real sales demo from a real rep!

Let’s get right into it!

Setting the Stage 

In the first episode, we saw Shane Todhunter from Klue begin his demo with a company called OpenGov. In Episode 1, we broke down how Shane was able to navigate building rapport, setting an agenda, and introducing his platform. 

In Episode 2, we look at the second quarter of Shane’s demo. In this episode, Dave and I will evaluate Shane on his ability to: Demonstrate the value of his platform. 

  1. Rapport
  2. Agenda Setting
  3. Introduction
  4. Demo
  5. Pricing
  6. Negotiation
  7. Closing
  8. Next Steps

Demo: 4/5

The seller clearly knows his product backward and forwards (kudos on the deep product knowledge, Shane). But sometimes, this can be a double-edged sword!  

You never want the prospect to get the feeling that you’ve done this a million times and you’re just going through the motions. 

The main reason we docked a point is that we both felt Shane was doing FAR too much talking.  Research from our friends over at Gong shows that top sellers speak 30% of the time and listen 70%. This demo had that percentage reversed.  

We’d like to see more check-ins and questions throughout next time to get the prospect more involved! 

Key Takeaways

  • Know your prospect’s industry and competitive landscape.
  • Heavier discovery upfront can lead to a more concise demo.
  • Always tailor the examples you use to their specific use-case. 
  • Remember to listen more than you talk.
  • Pro tips: If your product malfunctions, don’t draw unneeded attention to it. And always keep your mouse still!
  • Use smart check-ins to get the prospect involved and thinking about their specific. use-case. This also keeps people on their toes so they’re not checking their phones!
  • Look for ways to reframe it from “how it will help their org” to “how it will make them, the individual, look like a rockstar.” 
  • Get them to imagine a “post-(your product/service) world.” 
  • Show them the path of least resistance to get their challenges solved.

Quote of the Episode

When you are doing a demo, try to envision that you’re in the same room as them.” 

Scott Barker and Dave Kennett

Scott Barker is the Head of Partnerships and Revenue at Sales Hacker. He is passionate about building and strengthening authentic relationships with his team and partners. Outside of Sales Hacker, he helps bring Vancouver sales professionals together to share ideas, network with peers, and learn from top sales operators & leaders as GM of Vancouver Enterprise Sales Forum.
 
Dave Kennett is a seasoned SaaS and Software sales leader with over 25 years of progressive business development and sales leadership experience. His experience has centered around start-up, turn-around, and hyper-growth situations. He founded and leads a successful high-growth On-Demand Inside Sales Coaching company called Replayz.