5 Ways to Enable Sales Engineers to Give Better Software Demos:
1. Ensuring Quality Data:
The first way to enable sales engineers to give better software demos is by providing them with quality data. Sales engineers need access to up-to-date customer information, including contact details, account history, product usage data, pain points, & more. This type of information allows sales engineers to create tailored demonstrations that are specific to each customer’s needs.
Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service
4. Cross-Train With Your Product Development Teams
The fourth way to enable sales engineers to give better software demos is by working directly with the product development teams. Instead of waiting for a feature release, sales engineer, solutions consultants, and the rest of their supporting teams should be present in later feature release meetings to truly understand the intricacies and complexities of new releases. Having solutions consultants working hand-in-hand with product teams will increase their confidence in new releases and allow them to truly learn how to demo new features.
5. Increase Their Productivity by Enabling Them to Sell Software, Not Spend Hours Configuring a Demo
The fifth way to enable sales engineers to give better software demos is by giving them time for preparation. Sales engineers should be given enough time to review the customer’s account, understand their needs, and create a personalized demo. Sales engineers should also be given time to practice their presentations before meeting with customers. When surveyed, a majority of engineers we talk with everyday spend their time configuring a new demo environment. Imagine the time you can save, and problems you could solve if your engineers focused instead on solving your customers problems!
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