Getting your great content to your recipients is easy. Either they get sent it directly via a Demoboard (an envelope of content that you've addressed to specific people) or a Public Link (a self-service link found in places like a website or your email signature).
Why send demos?
Consensus gives your buyers the tailored, product-led buying experience they want while optimizing and empowering your presales team to be more effective.
We know sales folks need assured, commission winning benefits to any change so here’s some examples based on our existing customers:
- Shorten sales cycles by 30%
- Increase deal sizes by 2x
- Give buyers the experience what they want
- Discover stakeholder priorities faster
- Understand buyer priorities
- Close deals 3x faster
For more benefits check out our website
Who sends demos?
Demos can be sent by the people that create them (often this is Presales or other Subject Matter Experts) or by others like Sales or Customer Success reps. By picking content from the 'Demo Library,' senders can pick from pre-made content tuned to meet their buyer’s needs at different stages of their buying journey.
How to send demos?
Demos are prepared using Consensus and sent out via your usual communication channels, so senders use their favorite tools with super-charged engagement by adding demos where they want.
They can copy a link, button or interactive image to share and paste that into wherever they want, or they could use one of the plugins for Gmail, Outlook, Salesforce and more.
We’ve seen people send links via Whatsapp, LinkedIn messenger, QR codes, from their desk or on the move on their mobile phone - the options are many!
When to send demos?
The simple answer is ‘when buyers need them’, but there’s some more practical ideas here:
- When a Prospect Requests a Demo: Sending a quick vision demo to a prospect who has requested a demo is a great opportunity to use the tool for qualification.
- Before a Scheduled Sales Call: You've got a potential buyer who thinks you can help them, and they've scheduled a time to hear your presentation. Now you just sit and wait to dazzle them with a demo, right? Wrong! Prospects who watch a demo before the first call will be pre-educated, allowing you to start a nurturing conversation from the very first call.
- After a Sales Call: You just finished your live demo and absolutely crushed it. The prospect likes what you have to offer, but they want to think about your solution before making a decision. Don’t force your prospect to remember every detail discussed during the call—send them an automated demo to reference during the decision-making process. Encourage them to SHARE the demo within their organization.
- When Your Prospect Introduces a New Teammate: During the sales cycle, you will likely need to speak to more than one person within an organization. Sales reps often rely on their Internal Champion to sell your solution/product. What better way to enable your champion than with an automated demo? Again, because it is so important, encourage your Champion to SHARE the demo with their colleagues. Once a new recipient receives the demo, contact your stakeholder and get them engaged in which solution is important to them.
For a deeper dive into when to send demos see our Best Practice Guides