How to Nail Your Sales Demo from Zero to Product/Market Fit
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Transcript of How to Nail Your Sales Demo from Zero to Product/Market Fit
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How to Nail Your Sales DemoFrom Zero to Product-Market Fit
Udi Ledergor, VP Marketing
Gong.io
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Why worry about nailing
sales demos?✓
A repeatable sales process is your next challenge
after nailing product-market fit
✓SaaS specifically relies heavily on product demos
throughout the sales process
✓The perception of your product can be drastically
changed based on how you position and present it
✓A good demo gives customers a “lightbulb
moment” where words alone fail
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Here are the steps we took
to get our own demos right
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We started with nailing
our buyer personas
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Sales Leader Seth
Frontline Manager
Larry
Sales Enablement
Sarah
Andy the Account
Executive
Prospects IIIII III IIIII
Win/Loss III II I I
Current Customers IIIII III IIIII III II
39 persona interviews
from 36 companies
across each stage of the the
customer journey
Documented common pain and
value categories for each
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Analyzed web feedback to understand
how customers value the product
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Once we understood our
customers, we started
building our demo playbook
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Gong is a conversation
intelligence platform that
helps B2B sales teams
improve their calls & demos
by recording, transcribing,
and analyzing them with
artificial intelligence.
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“Binge watched” our own demo recordings to
figure out what was working and what wasn’t
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Analyzed “conversation stats” to
bring science to our sales pitch
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Keep “About Us”
part of the pitch to
less than 2 min.
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Talk about pricing at the
end of the demo
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Took our reps to
the next level with
continual demo
coaching
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Replicated best
practices to new hires to
help them ramp faster
✓Each new hire starts day one with a “highlight reel”
of our best demo recordings
✓Allows them to hear and see what “good” sounds
like at each stage of the sales process
✓Enables them to watch dozens of demo recordings
in a few days vs shadowing dozens in a few weeks
✓Record and review demos at each milestone of
their onboarding program to assess progress
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We’re Hiring!(I mean, Thank You!)
Udi Ledergor, VP Marketing
GET YOUR FREE TRIAL AT GONG.IO