Welcome to Decoding Sales, a podcast where an engineer, that's me Alex and a sales person. That's me, Alex, and a salesperson. That's me, Peter. Talk about the art and science of sales and how it relates to engineering and to life. In this episode, we're going to talk about one of the key

components of any sales process, which is the demo.

As far as I like to say demos, not memos.

Demos help people understand what a product is. It helps them get excited. not In this episode we're going to talk about how to use demos to move things forward when not to use demos the kinds of mistakes you can make when doing demos and Peter's going to tell us, give us the insight dirt on how CEOs grew up their demos.

All right, Peter, let's dive in.

When we talk about a demo in a sales process,

what are we really talking about?

Yeah, I think when we talk about a demo,

we're talking about visually showcasing your product live to a potential

customer and stakeholders within a deal process. And we're always talking about

like the product like let's say we can pull it up and run it or like is a video fine like how do you think about that line what's the right level of people?

Yeah, I'm glad you brought that up because when I think about a demo I think about a

conversation between two sides I think oftentimes folks think of a demo as you just

showcasing the product without any given take when I think about a demo one of the key requirements is to make sure you're

pausing and getting feedback from the other side and being able to really craft the demo in a tailored way depending on who is the actual person or organization

consuming that demo because regardless of how your product is set up there's

always going to be different angles different value propositions

depending on the person who's actually on the video call or in the live meeting. So how

much work do you put into preparing your demos in is this something that you have

kind of like a

pre-baked stripped and then you adjust it on the fly or do you build a custom demo

for every customer or every prospect? Yeah I think it's a little bit of boat so

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