Welcome!
We're overjoyed to see the wonderful ways you're using Demo Automation in the wild, so to help you all out if you've not adopted some of the great advantages that automating your demos can bring, we've listed a whole bunch here.
If you're not doing some of these, you should be because:
- You already have the tools
- You've not taken advantage of the all massive benefits available - YET!
We've used the fictitious company 'Metacorp' in our examples - imagine your company name there.
Make your first call feel like a third call.
You get a small amount of your buyer’s time. They do research, analyze your product, and talk to competitors, all without you there. Consensus puts you back in the room, even when you can’t be.
Our demo automation platform helps sales teams be in front of buyers at all times, not just when calendars align. Buyers get the product information they need to make decisions. Sellers get information about who they are, what matters to them, and how they can align on next steps. You both show up to your live call ready to talk specifics without having to qualify them again and again.
Sales teams win more, close faster, and close larger deals when they share demos throughout the sales cycle. Multiply your sales team’s impact by making buying easy.
Better pipeline. Deeper discovery.
Eliminate unqualified and unnecessary demos. Let your buyers qualify themselves for live calls by watching demos before they engage with sales reps and sales engineers.
AEs deal with lots of uncertainty when it comes to opportunities and buyer intent. Who is your champion? Who else needs to be involved? Are they really interested in buying, or are they just kicking tires?
Consensus removes the guesswork from sales teams by helping them discover stakeholders, uncover potential champions, enable contacts, and evaluate opportunities. Automated demos help you understand who your buying group is, what they want to solve, and how you can align their needs to your solution’s unique value proposition.
Find out who the members of your buying group are and how to sell to each of them. Use buyer intent analytics to coach champions and align buyers to common goals that build buying consensus.
Buyer intent analytics help you sell between meetings and prioritize opportunities based on engagement and close opportunities that have real momentum. The results are faster close times, larger deals, and higher close rates.
Eliminate demo lag time and maintain deal momentum. Close deals faster with informed, enabled buyers who can view and share content at will and make buying decisions faster.
Sell between meetings.
Consensus helps sales teams keep deals moving with demos for all occasions. Share demos throughout the sales cycle to prepare for live calls, answer FAQs (security, privacy, integrations), share pricing structure and methodology, and prepare for onboarding and implementation.
Did you know only 17% of a buying group’s time is spent with vendors? What are your buyers doing during that other 83% that’s left? Learning, unguided on their own. Time to give them something to do, that you send, and track.
Reduce closing length (30% faster!)
Here at Consensus we’ve seen over and over again how buyers timelines have no relation to sales stages. It’s just a totally different concept and different reason for moving forwards. This is why we have such a strong focus on buyer need.
Metacorp's customers can make decisions faster and more confidently when they know enough to progress. Check this Digital Presales Impact Model stage 8, it’s what happens if you create a great relationship but don’t provide information in a timely manner.
With Consensus, they’ve freed up an additional 30% of work time to hit the same quota by digitizing repetitive solution demos with localization across multiple languages. In just one quarter, at the start of COVID, they created $5 million in net new qualified pipeline, attributed to Consensus.
With scale and high adoption, especially as they’ve moved downmarket, Autodesk has seen a growing number of deals close without any Presales involvement at all, which never happened before.
A better digital experience, and additional low-friction revenue generated, has been a force multiplier for the entire sales team, not just presales. - Autodesk Customer story here
Increase upsell/learning opportunities
Here at Consensus we believe in Buyer Enablement - so whilst some see upsell, we see helping buyers do more. Either way, somehow the learning has to happen at some point.
Metacorp has a number of different products and services, many of which your buyers may not be aware of. We know this can be a problem and trying to squeeze extra into already busy meetings is hard.
Consensus enables your presales and sales teams to engage buyers with extra learning opportunities right from within one branching demo.
This is a unique way of providing new learning opportunities for buyers, because people come back into the demoboard frequently, at different stages of the buying journey.
When your buyer opens a demoboard you selects their name (or adds it) and watches a personal introduction video from you, they’re then presented with a branching question. This gives them the option to select from a number of alternative demos which could be suited to their needs that day or another time completely.
Get stakeholders on board
Metacorp sells products to many stakeholders within an organization and given the type of positive change the Metacorp teams can bring it’s no wonder that many buyer stakeholders get involved.
We’ve been discussing the buyer, but the buying group is not just one person. So how many people are there? We did some research this year and last year, and we found that SEs across the world were reporting on average 4.8 stakeholders per deal. In fact, Gartner did similar research and found that Account Executives see up to 11 stakeholders on average.
Send authentic demos, instantly.
We’ve all seen AEs demo when presales aren’t available, and presales demo when they aren’t prepared. It’s a problem that’s been around for ages and similar may happen at Metacorp too. Here at Consensus we’ve seen it fixed at hundreds of companies. Giving your AEs a Demo Library of content means they can attach to more deals higher up the funnel without impacting the ability to service the more qualified, later stage deals they’d prefer to work.
All of this at their fingertips with Consensus integrated with Hubspot, Salesforce, Outreach, Gmail, Outlook and others through Zapier, means AEs don’t even need to leave their main daily software tool.
Demo Qualified Leads (DQLs)
Buyers are savvy, and they often know how to skip through the pre-qualification steps of BDR/SDR teams, even AEs, all to get to the demo only then to exit because of ‘reasons’.
Because Consensus creates an in-depth stakeholder Buyer Matrix and heat maps, plus demolytics and no-view notifications the Metacorp's AEs will be able to select which deals to prioritize far more easily and effectively. For more information see the section above: Reduce Unqualified Demos
Reduce TTD (Time To Demo)
Consensus has helped hundreds of companies reduce their Time to Demo (TTD) by providing a way for AEs and presales pros to send demos instantly.
By the time buyers are calling you or entering their details on a website they’ve already done loads of research online. YouTube, friends, colleagues and review websites (check us on G2). It’s because they want to do pre-learning, and don’t want to be ‘sold to’. It’s this fact that means they really want to speak to a presales person and watch a demo, so why are you holding out on them? With Consensus, Metacorp can provide demos to those people trying to learn, at just the right time.
These are the 6 demo types, and AEs can send 5 of them instantly. The live demos will always exist, and it’s these that provide opportunities for further discovery and consultative value conversations.
But just sending demos quickly isn’t the real reason we’d help Metacorp achieve it’s goals. It’s bringing the ability to scale the BEST demo, recorded by the MOST authentic presales person and in a way which supports the building of relationships between buyer and Metacorp, not just replaces the need for presales.