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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

  1. Meeting Type Creation: Add a new meeting type in HubSpot for software demos to track these interactions separately.
  2. 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.
  3. 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.
  4. Reporting Setup: Build reports to monitor demo metrics, including the number conducted, conversion rates to the proposal stage, and overall success rates.
  5. 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.