Always set concrete next steps. It's something that I know every sales rep has heard over and over again from their leadership.
Knowing this is critical to a smooth sales process, I've tried many different methods to encourage buying transparency from my prospects.
I've built out everything from simple follow-up emails outlining next steps to templated mutual execution plans in a shared Google Doc.
Ultimately these documents can be intimidating for prospects to digest, nonetheless collaborate on. This leaves reps with documents only accessed by... themselves.
Demoflow is trying to make this process easier for everyone involved. Approachable for prospects. Effortless for AEs.
Demoflow gives presenters a toolbar to perform a variety of actions. Specifically, the ability to document mutually agreed upon next steps at any point during a demo.
Any time a prospects asks you for something, or eludes to a step in their buying process (additional demos/syncs, IT discussions, pocket demo for CEO, etc), you can now document that steps in view of the prospect.
You'll be prompted to assign the next step to any contact, and a due date. *New contact introduced? Check out this article around creating new contacts and how they sync with Salesforce
The Meeting Summary slide: This is a dynamic summary slide which aggregates all unanswered and documented questions and next steps.
As any great AE does consistently, this summary slide allows you to take the remaining minutes of your demo to review any new next steps and set a concrete date and time of follow-up.
I highly encourage you to spend time on this slide. You'll be shocked at how effective this is with documenting additional steps needed.
Demoflow makes it incredibly easy to send a detailed follow-up email post demo. Upon closing out of your demo, you'll be brought to the Follow-Up tab where you can continue to edit/reviews the notes you've taken.
Click "Send new Email":
Demoflow will pull in the contacts on the account to send the email. You can edit the subject and body as you see fit. This email will come from your email address and bcc said email upon completion.
The software will automatically aggregate in all documented Next Steps and questions in addition to a PDF summary of the demo you just reviewed.
And of course, we need all of this information synced back to Salesforce. All of your documented Next Steps will create Tasks within Salesforce. More on our Salesforce integration here.
Every time I've utilized this on my demos, I've gotten a more detailed picture of how prospects buy software which has made it easier to close deals.
Our hope is that this new way of building out actions plans is more inviting for your prospects and easier to complete consistently for AEs. We have a few ideas on how we'll expand upon this and if you have any additional suggestions, feel free to email us at firstname.lastname@example.org.