In the fast-paced world of B2B software sales, the race to close deals is more intense than ever. Traditional sales methods are outpaced by innovative strategies catering to the modern buyer’s demand for quick, personalised, and hands-on experiences. Interactive product demos have emerged as a game-changer, transforming the way products are presented and experienced by prospects. These dynamic demos captivate attention and empower buyers to explore and understand products at their own pace, significantly reducing sales cycles.

In a nutshell, selling fast is about identifying the buyers who want to buy and making buying easy.

In recent years, sales and marketing teams are opting for new methods to be more effective with sales cycles. One such option is Interactive Product Demos.

Interactive demos allow buyers to explore the product on demand and to build the purchase consensus within their organisation quickly. For the sellers, that means shorter sales cycles and higher deal velocity. 

From providing ready-made, relevant product experiences to fostering deeper connections with key stakeholders - interactive product demos are reshaping the landscape of B2B sales. 

Let’s explore how leveraging interactive product demos can give your sales team the competitive edge to thrive in today’s market.

Save Time and Deliver Better with Ready-Made Sales Demos

Software demos are what make or break the deal. However, they are labour-intensive and expensive to produce. Sales or pre-sales teams tailor each demo to the specific needs of a potential prospect. Most of those demos remain largely the same but updating the logos, making the data relevant and dates up to date, makes this process long and unscalable.

However, interactive product demos offer a better, more effective solution.

First off, your teams no longer need to start from scratch for every sales call. Instead, they can select a ready-to-use demo, do the last mile and no-code personalisations and instantly share it with the prospects.

As those galleries of best-in-class demos are shared across the entire sales teams this saves time and ensures consistency across interactions.

• Customisation for Better Customer Experience: As every demo is customisable, you don’t have to start from scratch wasting your valuable time. Instead, you can tweak existing demos and focus your effort on selling more. Customisable interactive demos engage leads quickly, showcasing specific use cases and moving them closer to a purchase decision. 
• Easy Scalability: Interactive demos are scalable across teams. Anyone within your company accesses the demo library and shares the demos with prospects. This democratisation of demo sharing empowers everyone, from sales reps to product managers, to speed the sales process up. Essentially, everyone in your company is armed to help deals flow faster through the pipeline. ‍
• Reduced Buying Friction: Prospects can explore the product at their own pace, without relying solely on sales reps. This autonomy reduces the friction of scheduling calls and waiting for information. Prospects appreciate the convenience of exploring a demo at their own pace. When prospects can interact with the product immediately, they experience instant gratification. This positive feeling reduces any hesitation or uncertainty - ultimately boosting sales velocity.

Result? Weeks shaved off your sales process, building momentum and buyer engagement.

By embracing this approach, your teams can focus on building relationships and closing deals rather than reinventing the demo wheel.

Convince Key Stakeholders You’ve NEVER Met During a Sales Process

In any B2B deal, you are NOT just selling to people who attend your live demos. In reality, the REAL buying groups can contain anywhere between 7 to 13 stakeholders depending on the size of the deal.

Meaning, almost always you are in a situation where you need to convince someone who you have not even spoken to during the sales process.

Yes, live demos are a great entry point to make your first impression. But that’s the place where Chinese whispers sprout as well.

Your sales say one thing during a demo - a demo that might only have 2 or 3 members of the buying group. And then they have to turn around and explain everything to their colleagues. High chance your information is shared, gets misinterpreted and your pitch is not landing as it should.

You might have just delivered your best pitch, but within 3 or 4 days, you’ll hear things like – “Hey, John from Sales is having some doubts about the lead scoring method in your CRM. Can we get on a demo call sometime this week?”

Such conversations are very common and scheduling a dedicated demo for every decision-maker becomes a productivity nightmare. And too much to and fro in the name of the demo only lengthens the sales cycle.

And even after the call, this conversation will continue via a lengthy mail thread that goes on forever. Sigh!

Interactive demos can handle repetitive questions efficiently. Think of them as your tireless pre-sales assistant.

As interactive product demos like Demoboost come with self-guided exploration, you can simply share a link and allow prospects to explore your product independently. 

They can navigate through features, understand workflows, and experience the value firsthand, all while being held by your flow and narrative. This self-guided approach answers the questions instantly without the need to schedule yet another session.

Buyers find it more effective than traditional product descriptions or information they heard from their colleagues. Remember John from sales who wanted to get on a call just to know about a feature? By exploring the interactive demos, he can clarify his doubts without needing to get on a call with you.

First calls with educated buyers feel like a third or fourth. Yay!

Sell Between Meetings and Gain Extra Selling Time with Interactive Product Demos

Selling in between meetings refers to the practice of engaging with potential customers and advancing the sales process outside of scheduled meetings.

Interactive product demos are a dynamic way to keep the conversation going with potential B2B clients even when you’re not in a meeting.

But is it possible? Yes!

Imagine sharing a product demo after your call. You can reinforce your pitch, clarify the questions that popped up during the conversation or simply add points you forgot to mention.

Data confirms that 40% of the interactive demos get consumed outside of working hours. That’s when the prospects are not disturbed by back-to-back meetings, emails flowing into their mailboxes or Slack notifications. They opted in to give your demo undivided attention.

Having those on-demand sessions in between the meetings adds selling time. The buyers get educated and move through the sales process faster.

This approach can increase sales velocity by maintaining momentum and interest, ultimately leading to faster and more frequent closings. It’s a strategy that leverages the time when you’re not directly communicating with the prospect to continue selling and reinforcing your product’s value.

In essence, interactive demos are like having a 24/7 virtual salesperson who can answer questions, showcase features, and guide prospects through the benefits of your product.

Efficient Lead Disqualification with Interactive Product Demos

Yes, you read it right.

You have heard about ‘Lead Qualification’ - where most sales teams filter their best buyers. But disqualification is an underrated technique (and an equally important one) that most teams fail to do.

Lead disqualification is the process of identifying which leads are not a good fit for your product or are unlikely to become paying customers. There is no point allocating your team’s precious time to engage with those leads.

Interactive product demos help efficiently filter out the window shoppers by satisfying their curiosity before they opt in for sales meetings. Those who have seen an interactive demo and have engaged with it thoroughly and want to talk to your teams are the ones that are the serious buyers.

Here’s how interactive product demos play a crucial role in this process:

1. Behavior Tracking and Engagement Insights:some text
   • Interactive demos allow you to track user behaviour within the demo environment. You can see which features or sections prospects explore, how much time they spend, and whether they engage deeply.
   • By analysing this data, you gain insights into their level of interest and alignment with your product. If a prospect interacts extensively, it’s a positive sign. If they merely skim the surface, it may indicate a lack of genuine interest.
2. Lead Qualification Thresholds:some text
   • Define specific engagement thresholds that indicate a qualified lead. For instance, if a prospect spends a significant amount of time exploring critical features or interacts with specific functionalities, they move closer to qualification.
3. Automated Lead Routing:some text
   • Interactive demos can seamlessly integrate with your CRM or a meeting scheduling platform. When a prospect interacts, the system can automatically route them to the appropriate sales representative.
   • This ensures qualified leads receive timely follow-up, while less engaged prospects are handled appropriately (e.g., nurturing campaigns or further qualification).

To wrap up…

Interactive demos have proven to be a powerful ally in the B2B sales process, offering an on-demand, hands-on experience that empowers prospects to make informed decisions quickly. By selling in between the meetings you gain extra selling time. If you answer their and their colleague's questions you reduce the need for additional meetings. All that adds up to more engaged buyers and shorter sales cycles ad  

Embrace the interactive revolution, and watch your sales cycle accelerate towards success. Want to explore this option for your business?

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