Doing the work

How do I make a good product demo or demo video?

Do discovery first, then show only the two or three moments that solve the problem the buyer just described, and make it a conversation. Gong's analysis of recorded calls found successful demos ran 30.5% longer (47 minutes against 36) and had 21% more back-and-forth between buyer and seller, so stop and ask questions rather than touring every feature. Start from what the buyer does today and prove you beat it now, rather than pitching the future. For a recorded demo, keep it short and on one job: Loom is free for 25 videos of up to 5 minutes (Business $18 a user a month), and click-through demos that buyers can try themselves come from Arcade (free for a first video, Pro $49 a month billed annually), Supademo (free for one creator) and Storylane (free for one seat, Starter $50 a month). The rule: the live demo answers their problem, the recorded one answers one question well.

Part of Sales on eChai Explore.

Go deeper

7 resources, 7 link-checked.

📄 Article
✓ Link checked Free Beginner

Close's guide to running a demo built on what the prospect said in discovery, from preparation to follow-up.

A Guide to Sales Demos That Sell

From close.com by Close

  • Tailor the demo to the pains named in discovery.
  • Show the few moments that solve their problem, not every feature.
Open close.com →
📄 Article
✓ Link checked Free Beginner

Gong's analysis of recorded demos: successful ones run 30.5% longer (47 minutes against 36) and carry 21% more back-and-forth between buyer and seller.

Effective strategies for successful sales demos

From gong.io by Gong

  • Make the demo a conversation; successful demos have more speaker switches.
  • Don't rush: winning demos ran longer.
Open gong.io →
📄 Article
✓ Link checked Free Beginner

Explains why the deck that impresses a VC actively repels a buyer: different positioning, different proof, different ask. If your demos go well and then stall, this is usually the reason and nobody tells you.

Why Your Investor Pitch Is Ruining Your Sales Pitch

From aprildunford.com by April Dunford short read

  • Founders often do 10x more investor pitches than customer pitches before product/market fit, and it warps the sales pitch.
  • Investor positioning argues you could win a huge future market; customer positioning has to sit in today's alternatives.
  • Disruption language that excites investors makes buyers freeze, fearing what they buy will be obsolete.
  • The asks differ: an investor pitch wants another meeting, a sales pitch wants the next stage of the process.
Open aprildunford.com →
🛠️ Tool
✓ Link checked Freemium Beginner

Loom's own pricing page: Starter is free with 25 videos of up to 5 minutes; Business is $18 a user a month.

Loom pricing

From loom.com by Loom (Atlassian)

Loom on eChai Explore

  • Free: 25 videos, 5-minute recordings.
  • Business: $18 a user a month for unlimited videos.
Open loom.com →
🛠️ Tool
✓ Link checked Freemium Beginner

Supademo's own pricing page for click-through interactive demos: free forever for 1 creator; Scale is $38 a month per creator billed yearly.

Supademo pricing

From supademo.com by Supademo

Open supademo.com →

Browse all 861 resources →

The same ground, at another level

How running a sales process and closing reads from a different seat.

How do I create a sales funnel for my business? Write down the stages your last few customers actually went through, give each stage an exit rule, and track every deal against them. For most B2B ... Breaking into GTM 6 resources → How do I turn random wins into a sales process someone else can run? Write it down, then make it boring. Take your last ten closed deals and map what actually happened at each stage, then turn that into templates: a ... Leading a GTM team 4 resources → What separates the top ten percent of AEs from everyone else? Discovery discipline, mostly. Top performers spread questions evenly across the whole cycle rather than front-loading a checklist on call one, and ... How the best do it 4 resources →

Terms in this answer

Product Demo

People also ask

How do I create a sales funnel for my business? 6 → Which proposal software should an agency or small business use? 5 → How do I close a sale? 6 → I have a call booked with a real prospect tomorrow. What do I do on it? 4 → Founder-led sales sounds terrifying. Why can I not just hire a salesperson? 4 → How do I know if a deal is real or if I am being strung along? 4 →

Also in Starting Up

The same ground, over in Money, pricing & model, our Starting Up track.

How do I decide how much to charge for my product? 3 → How do I create and sell an online course, step by step? 8 →

Also in D2C

The same ground, over in Money, pricing & unit economics, our D2C track.

I'm not a finance person, what books/records do I actually need to keep from day one? 3 → What is cohort analysis, and why does it matter more than a single repeat-rate number? 3 →
eChai Partner Brands The partnership →