How ChartMogul Shakes Up The Traditional Product Demo

Wes Bush
December 9, 2019
Offer

Key Takeaways

  • Replace passive, presenter-led demos with hands-on sessions where prospects do the work inside the product.
  • Use guided-demo tooling (e.g., Demodesk) to walk prospects through real setup tasks so they reach a quick win during the call.
  • Design the demo to build "muscle memory"—prospects should practice the exact workflows they’ll repeat after the call.
  • Anchor the demo around an activation milestone (account setup + first outcome) rather than a feature tour.
  • When prospects experience value while you’re present, they’re more likely to complete similar objectives independently afterward.

When I first chatted with Sara Archer, Director of Sales & Marketing at ChartMogul, I knew I had to share how she approached product demos with you.Let me be clear, this is not one of those traditional demos where you sit back, grab a bag of chips, and listen to the sales rep moan on about how amazing their product is.Not at all.Sara puts her prospects to work.She uses a tool called Demodesk to guide users through ChartMogul so that they can successfully set up their account and see a quick win in the product.By doing so, her prospects are able to build muscle memory from using the product and they're well equipped to complete similar objectives in the product when she's no longer there to help them.Here is Sara's take on how to do a successful product demo:https://youtu.be/PqT2lIchwt4What are your thoughts? Do you approach the product demo differently?

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