How to Nail Your Sales DemoFrom Zero to Product-Market Fit

Udi Ledergor, VP Marketing

Gong.io

Why worry about nailing

sales demos?✓

A repeatable sales process is your next challenge

after nailing product-market fit

✓SaaS specifically relies heavily on product demos

throughout the sales process

✓The perception of your product can be drastically

changed based on how you position and present it

✓A good demo gives customers a “lightbulb

moment” where words alone fail

Here are the steps we took

to get our own demos right

We started with nailing

our buyer personas

Sales Leader Seth

Frontline Manager

Larry

Sales Enablement

Sarah

Andy the Account

Executive

Prospects IIIII III IIIII

Win/Loss III II I I

Current Customers IIIII III IIIII III II

39 persona interviews

from 36 companies

across each stage of the the

customer journey

Documented common pain and

value categories for each

Analyzed web feedback to understand

how customers value the product

Once we understood our

customers, we started

building our demo playbook

Gong is a conversation

intelligence platform that

helps B2B sales teams

improve their calls & demos

by recording, transcribing,

and analyzing them with

artificial intelligence.

“Binge watched” our own demo recordings to

figure out what was working and what wasn’t

Analyzed “conversation stats” to

bring science to our sales pitch

Keep “About Us”

part of the pitch to

less than 2 min.

Talk about pricing at the

end of the demo

Took our reps to

the next level with

continual demo

coaching

Replicated best

practices to new hires to

help them ramp faster

✓Each new hire starts day one with a “highlight reel”

of our best demo recordings

✓Allows them to hear and see what “good” sounds

like at each stage of the sales process

✓Enables them to watch dozens of demo recordings

in a few days vs shadowing dozens in a few weeks

✓Record and review demos at each milestone of

their onboarding program to assess progress

We’re Hiring!(I mean, Thank You!)

Udi Ledergor, VP Marketing

GET YOUR FREE TRIAL AT GONG.IO