Have you heard of a sales demo environment? If not, you’ve got an untapped opportunity to increase sales from demos. 

As HubSpot’s Michael Welch explains, a sales demo environment is a designated space where sellers can demo for prospects. They can take your typical sales demos to the next level.

Why? Because, Welch writes, it provides a space for sellers to hone and perfect their deliveries. 

“[It can] eliminate or at least mitigate a host of potential technical difficulties in a dynamic environment.”

Benefits of using a sales demo environment

Creating a designated space to stage, deliver and record sales demos offers many benefits. As most sellers know, a sales demo can be a major deal booster.

“Sales demos are crucial because they transform abstract product descriptions into tangible experiences,” says Instrumentl’s Will Yang.

Additionally, he explains that product demos: 

• Give prospects a firsthand look into how the solution can solve their specific problems
• Build trust and credibility 
• Demonstrate unique and personal value
• Differentiate your solution

Because clearly, sales demos are important in your strategy, it makes sense to optimize them for maximum results. A sales demo environment can help each demo be a success. 

Welch explains that one of the biggest benefits to this space is having complete control. As the seller who delivers your demos, you can be confident in what to expect. No one can come in to alter the settings or what you’re demonstrating. Your tech is exactly how you need it to be.

“A sales demo environment will always be exactly how you left it, which inspires…confidence,” he writes. 

You can personalize the experience

You also have the benefit of personalizing various demos directly to a prospect. Rather than trying to work from a cluttered demo account, you can build demos individually. This allows them to showcase and demonstrate whatever is most relevant to each prospect during each demo.

Remember, that this benefit relies on the research and discovery you’ve done. You must have a thorough understanding of the prospect and their business. Drew Dillon, writing for Mocksi, emphasizes the importance of quality research when building sales demo environments.

“To create truly personalized sales demo environments, it's crucial to leverage the insights gathered during the discovery process.”

This makes it “clear that your solution is the ideal fit for their organization.”

Welch also recommends taking time to implement the following personal touches:

• Feature the prospect’s company logo 
• Include stakeholders’ name 
• Highlight the prospect’s business and industry information

These tiny details make the entire experience unique and personal, elevating it beyond what your competitors offer. 

Don’t neglect practice

Like with any other demo, it’s important to practice using each sales demo environment. Ensure that you are comfortable with the technology. Confirm that the tech you’re using can handle workloads. And make sure that your solution is demonstrated efficiently and clearly. 

And as Dillon advises, “Pay close attention to details such as data accuracy, branding elements, and overall user experience.”

Also, don’t forget to measure results and impact post-​demo. Engage with prospects to hear feedback. Use their responses to evolve your process and continuously improve. 

Dillon points out that you have the opportunity now to embrace sales demo environments before competitors. It’s only a matter of time as more sellers make use of this delivery model.

Smart sellers use “new technologies and strategies that enable them to deliver highly tailored, immersive demo experiences at scale.”

And it’s always a good idea to brush up on sales demo best practices. Ensure your skills are competitive by taking a look at these professional tips from SalesFuel.

Photo by Campaign Creators