Product demos are central to successful SaaS deals. Despite rapid technological advances, most product demos remain an analog experience. Prospective customers search the platform and sales representatives do their best to gather feedback and answer questions.
Often, sales reps struggle to answer questions in context when answering a prospect’s question. For example, a potential customer may have problems with a function on the screen. Due to the platform’s lack of real-time problem capture, the company may not realize opportunities.
Walnut, the world’s leading sales experience platform, has raised the bar in measuring prospect engagement during product demos with Walnut Beyond Demos.
Here’s how this special feature enhances the demo sales experience.
Uninterrupted communication
Yoav Wilner, CEO of Walnut, understands the challenges B2B prospects face well. “There’s a revolution going on now that people have had enough of,” he says. “They want B2B sales to be as convenient, modern and personalized as B2C sales.”
Setting up in the context of a product demonstration involves responding quickly and in context to inquiries from potential customers. Walnut’s new features give potential customers the ability to list their questions on the product demo platform and preserve context.
For example, potential customers can annotate issues and ask questions about SDR directly. In turn, SDRs can monitor usage of the demo product and qualify prospects. The result is fewer phone calls or emails and higher conversions.
SDRs and AEs can even set up product demos while answering the prospect’squestions. For example, if a prospect wants to explore a particular feature in more depth, the SDR can easily set up a demo software.
The result is a highly engaging customer experience that leads to a higher conversion pipeline.
Intelligent feedback
Collecting feedback after a product demo can be difficult. Most prospects struggle to describe their software problems and SDRs struggle to offer solutions. Willner notes that this unfortunate situation causes many SDRs and AEs to send generic product demos that don’t meet the needs of potential customers.
The Walnut platform adds a powerful dimension to product demos. Sales reps can now get instant feedback on the quality of demos using Beyond Demos’ automated engagement score. The score is generated after Walnut takes several factors into consideration.
For example, platform engagement and quality rank high among the factors Walnut measures. Combined with prospect feedback, the automated engagement score gives sales reps a quantifiable measure of their demos.
As a result, reps can dig deeper into issues and identify potential deal breakers. More importantly, reps can assimilate product feedback and improve future demonstrations, increasing their quality and closing rates.
Interaction Insights
It is often difficult for sales reps to determine how potential customers interact with demo platforms. For example, reps can send prospects a link, but unless they record the demo session and review each click, they can’t understand the prospect’s problem.
Walnut’s analytics feature solves this problem by giving sales reps a visual stream of user interactions and activities. In addition to general metrics like time spent on page and page clicks, Walnut also offers sales reps an overview of which features are most popular and engaging.
These data sets are invaluable to sales reps as they give the demo a valuable quantitative basis. Reps can offer product teams feedback based on hard data, and the latter can prioritize future development accordingly.
Demo flow and engagement reports also help reps isolate problem areas on the platform and tailor the experience accordingly. Therefore, these analytics increase the degree of personalization that sales representatives can build into their demonstrations and better meet the expectations of potential customers.
CRM integration
Getting a demo inquiry is an important milestone in every sales funnel. However, recording the information after the demonstration is problematic and time-consuming. Most demo software is standalone and does not integrate with a company’s sales or CRM platforms.
Walnut solves this problem by seamlessly integrating with CRM platforms like HubSpot and Salesforce. As a result, reps can easily incorporate post-demo feedback and issues into the CRM, communicating the best way to move the deal forward.
These data sets also play a role in increasing conversions throughout the pipeline.
Building the next generation of demos
“When learning SaaS products, you don’t know what the value of the product is until about the tenth meeting,” Wilner says. “You’re often talking to a bunch of presales, SDRs, and AEs, and then you get a general demo just like any other prospect.” Walnut’s new features, combined with existing ones, have redefined how sales teams approach product demonstrations.
The combination of analytics, customization and integration is hard to beat. With the addition of continuous demo mode communication, sales teams now have the data they need to convert more opportunities and increase quota attainment rates.
