Blind spots block growth. Outreach gives you full visibility into what’s happening in your entire pipeline so you can coach better, forecast accurately, and close quicker. Streamline your revenue ops.
For sales professionals, the product demo is where the rubber meets the road: a test drive where the smallest bump can derail hours of work and send the prospective customer running for the hills. Reprise, an AI-powered product demo software platform, surveyed over 350 sales professionals for its new sales demo report. According to the report—you guessed it—product demos could use some work:
- Most sales pros (81%) have lost a deal due to a bad demo.
- Nearly half (46%) stated their company’s features are “too complex or too fragile” to demo live, so they skip them entirely.
- Solutions engineers deliver first sales demos 50% of the time; Reprise recommends account executives take over the task.
- Despite buyers wanting to see the product immediately, only one in four sales teams demo their product on the first call.
- Even though it takes more work, 85% of sales professionals personalize their demos.
“This report confirms the sales demo is where the magic happens,” Reprise CEO and co-founder Sam Clemens told Revenue Brew. “It also reveals a tension: that sellers have become so hesitant about potential demo issues that they avoid showing their solutions’ most powerful features, a complete miss.”
Big picture: The importance a product demo plays in the sales cycle is undeniable. The ability to efficiently personalize a demo in a repeatable framework seems more critical than ever. A key word: confidence. It seems if sellers don’t fear losing the room, or turning away prospects early on, they’ll be more likely to suggest that first test drive.