Boost your Presales Power (and measure it)
Presales teams have the most impact when their work reaches beyond their own calendar. A demo an SE records once can be sent by every account executive, watched by every stakeholder, and reused across hundreds of deals. This article covers the two halves of that: building reusable demos for each stage of the buying journey, and measuring the impact so you can show it to your leadership.
| Build reusable demos for each stage of the buying journey |
Different buyers need different demos at different moments. Building a small set that covers the journey lets your team send the right one without booking a live call:
- Early interest — short Vision or Micro demos that show the big picture or one focused capability. See What is a Vision Demo? and What is a Micro Demo?
- Evaluation — Standard Personalization demos let each viewer choose the features that matter to them, while Single Experience demos deliver one guided story. See How to Create a Standard Personalized Demo and How to Create a Single Experience Demo.
- Discovery — Discovery Demos adapt to each buyer's answers. If AI features are enabled for your organization, Discovery Demo Builder AI can assemble one from your best-performing content. See How to Create Discovery Demos.
- Hands-on — Tours let buyers click through the product themselves, either guided or free to explore. See Getting Started with Consensus Tours: Choosing Your Tour Type.
Keep these in your Demo Library so the whole team can find them. High-value demos recommended by your team or admins also appear in the Promoted tab on the Dashboard. See Setting up the Demo Library.
| Measure the impact on your Dashboard |
The Consensus Dashboard is the first thing you see when you log in, and it's built to tell the story of presales impact. Use the My Metrics / Group Metrics toggle at the top to switch between your own numbers and your whole team's, over the last 7, 30, or 90 days. The metrics that matter most for presales leaders are:
- Time Saved — estimates the hours saved by delivering demos through Consensus instead of live calls. You can adjust the average live demo time and DemoBoard creation time to match how your team works.
- View Rate — the share of invited recipients who actually viewed. It's your best measure of engagement quality; above 75% is excellent.
- Stakeholders Discovered and Avg. Stakeholders Discovered — how many new people your demos reach through sharing. Growth here shows your team is multi-threading into buying groups.
- Total Views, DemoBoards Created, and Tour Views — the volume of demo work your team is delivering, each with a trend arrow against the previous period.
See Getting Started with the New Consensus Dashboard.
| Tip: To show the impact in terms your leadership cares about, take the Time Saved hours from the Group Metrics view and multiply them by your team's average hourly cost. That's the value of presales time freed up for higher-value work. |
| Connect demo engagement to revenue |
To show which demos influence deals, connect Consensus to your CRM. With the Salesforce integration, Consensus can automatically match each DemoBoard to the right Account and Opportunity, even when reps leave those fields blank. That lets you compare closed-won deals with and without DemoBoard engagement and see whether engaged deals close faster or larger.
- Auto-matching of Accounts and Opportunities to DemoBoards
- Salesforce Version 11 - Building Custom Reports
| Keep Exploring |
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