Software Demo Process + Playbook
Description
Software demos are a pivotal step in the sales process, allowing your team to showcase the value of your solutions in a way that directly addresses client needs. This milestone establishes a structured process for conducting demos, ensuring they are engaging, informative, and tailored to prospects' pain points. We’ll create a meeting type and a playbook to guide reps through the demo process, from preparation to follow-up. Custom properties will capture demo-specific insights on the deal record, and reports will track the volume, outcomes, and success rates of demos, helping your team continuously refine their approach.
Process Summary
- Meeting Type Creation: Add a new meeting type in HubSpot for software demos to track these interactions separately.
- Playbook Development: Create a detailed playbook in HubSpot that outlines how to prepare for, conduct, and follow up on software demos, including key messaging and demo flow.
- Custom Properties Configuration: Configure custom properties to capture critical demo details, such as key features demonstrated, client feedback, and next steps, and organize them in a dedicated section on the deal record.
- Reporting Setup: Build reports to monitor demo metrics, including the number conducted, conversion rates to the proposal stage, and overall success rates.
- Testing and Optimization: Test the demo process with your sales team, gather feedback, and refine as needed for usability and effectiveness.
Requirements
- A clear outline of the software features and benefits your team typically demonstrates.
- Input on key data points to capture during and after the demo (e.g., features of interest, objections raised).
- Collaboration to determine best practices and success criteria for demos.
- Feedback during testing to ensure the playbook and custom properties meet the team’s needs.
Milestone in Action
Demo video coming soon.
Key Outcomes
- A standardized and repeatable process for delivering effective software demos.
- Key demo insights are captured directly in HubSpot for better deal progression.
- Enhanced tracking of demo volume, outcomes, and team performance.
- Increased demo success through consistent use of the playbook.