The number of sales enablement tools that are out there just keeps on increasing.
It feels like every day more and more solutions are being created to help salespeople build more customer-centric selling strategies, optimize their sales pitches, and close more deals.
Of course, we're referring to the category that Walnut defined. While some in the industry refer to it as the product experience or demo experience, we feel its impact is broader, and refer to our product as the first sales experience platform.
What is a sales experience/product demo platform?
A sales experience platform allows you to create interactive and personalized product/software demos tailored for your prospects' needs.
This kind of platform will provide SaaS B2B companies with the ability to offer prospects engaging and guided product tours, so that they can experience the value of the product for themselves before buying. Usually, the demos happen in an encapsulated environment, removing the fear of crashes, data leaks, and other product mishaps.
Why do you need a platform to create your product demos?
According to the Gartner article we shared above, 50% of buyers think that demos are one of the most valuable parts of the buying cycle.
Unfortunately, despite how important this step is in the sales process, the ways in which companies demo are quite antiquated. While some salespeople are still using the dreaded slide deck to explain their product, others perform live demos, which hold risks of accidentally showing private information or sudden crashes.
Therefore, in order to optimize this crucial part of the process, several tools have emerged on the market to help SaaS companies create engaging, personalized, and interactive demos.
What to know when choosing a platform for product demos
So you’ve gotten on board and you realized that you can’t keep demoing like it’s 1995. But how do you know what to look for in a platform?
There are a few key features that nearly all the software should include, like the ability to create interactive demos that are safe from accidental data breaches and crashes. Likewise, they should also let you personalize them at scale.
But now’s where it starts to get tricky. What should I really be looking for when choosing a sales demo platform?
5 key features to create better product demos
1. Keep things simple: Codeless is key
A product can be great and can offer you countless opportunities, but what happens when nobody in your company, or only a certain few people, actually knows how to use it?
Choose a platform that is intuitive to use and allows your sales team to create interactive demos without the need for developers or designers. Get rid of the code and put the power into the hands of the members of your team who are the hungriest to close deals: your sales reps.
After all, paying for a solution like this needs to be worth your investment. So make sure whatever you’re spending will help you save on other resources, like the precious time of your developers, designers, and solutions engineers.
Walnut’s codeless product experience platform does this, empowering sales reps and removing the need for R&D. This has been a crucial element for companies like Eleos Health, which was able to free up 35% of their development workforce.
“The biggest pain Walnut solves for us is reducing the need to invest developers’ time on sales demos. Using Walnut freed up 35% of our development workforce letting us move much faster.”
- Dror Zaide, COO of Eleos Health
2. Don’t limit yourself: Showcase cross-platform integrations
The whole reason for adopting a sales experience platform is to give your prospects the opportunity to understand how your product works and how they can use it to ease their pain points.
But what if your product integrates with your prospect's website or software?
In this case, it's crucial to ensure that you have the ability to demonstrate cross-platform workflows in order to show the full value of your product to the potential buyer. When choosing your demo tool, make sure not to overlook this point.
This feature has been a key tool for clients like Contractbook to close deals:
“Without Walnut, we wouldn’t have closed about 3 or 4 deals in the last month. Being able to really show people how our product can integrate with their workflow, with their product and how it’s going to work, that’s incredibly powerful and historically really challenging to do without something like Walnut.”
- Yoav Susz, General Manager at Contractbook
3. Start quickly: Improve your time-to-value
You chose your sales experience software, but what happens now?
Well, if you choose the right solution the answer should be that you get started immediately.
Improve your time-to-value and let your sales team immediately get to work on optimizing your prospects’ demo experiences. Some solutions may require a long integration process that’ll leave you waiting to appreciate the value of your purchase.
After all, the quicker you get started, the more sales you can make, like in the case of this Walnut user:
4. Focus on the user: Share specific demo nuggets
Most SaaS companies offer many features that may not all be relevant to every prospect.
To maximize your customer-centric selling strategy, get to know your prospect and understand their specific pain points and the exact features your product has that’ll help them.
But make sure you pick a sales experience platform that allows you to splice your demos so that you can showcase specific relevant features to specific prospects. This way you won’t bombard them with loads of information that’ll only overwhelm them.
Plus, using a platform that provides the flexibility to customize the parts of your product you’d like to include in the demo,
“Walnut enables us to configure and customize our product demonstrations quickly and without dependency on our R&D team. In addition, it allows us to build flows within our product that are leveraged for marketing, training, and support purposes.”
- Yoni Friedman, Director of Solutions at Gloat
5. Make a splash: Engage prospects with a personalized guide
We’re a very visual generation. And this is especially true when it comes to marketing and sales.
Capture the attention of your prospects with a personalized and aesthetically pleasing product walkthrough. To make a customer-centric demo that is engaging for your prospects, you’ll want to include customizable and rich-content annotations, including gifs, videos, and more.
Make sure you choose a platform that will let your prospects not only discover your product but enjoy their experience as well.
Milking your demo for all it’s worth
We live in an age where the world of B2B sales is becoming more and more focused on being customer-centric - well, that's the whole purpose of our platform. And in a customer-centric sales world, there’s no more important tool than good, useful data.
So it almost goes without saying that a good sales experience platform won’t just help you create better-converting sales demos, it’ll also give you the opportunity to gather loads of crucial information about your prospect.
Make sure to use your demo to gain key insights into how prospects played with your product and the people with whom they shared it. This information will be super helpful as prospects continue through the sales funnel.
Wouldn’t you know? Walnut checks all of these boxes and so much more.
If you’re looking to offer your prospects the best sales experience, book a meeting with us now!