A group demo call is a common next step once you’ve had a successful intro meeting with a new prospect, as they’ve seen enough to feel comfortable bringing in their colleagues. However, a group demo can easily go badly — everyone has their camera off, nobody talks (except you) and the meeting ends with them telling you they need to discuss internally and get back to you.
The key to running a successful group demo is to get most of the members of the group talking, so that they come off mute, turn on their cameras, air their questions and concerns live and start to have their internal discussion with you in the room — giving you a chance to shape the outcome in your favor.
This post covers everything you need to plan and execute a group demo, including:
How to prepare for a group demo
How to open the call and get people talking
How to run the demo and drive a discussion
How to wrap up the call and maintain momentum
How to prepare for a group demo
If you’ve had a positive intro call with a potential champion, ask to meet with them ahead of the group demo to prepare. Ideally ask this at the end of your intro call, otherwise ask once the group demo has been scheduled:
“Can we chat briefly before next week’s group demo? I’d like to make sure I understand who will be there and what they’ll want to see so that the meeting goes smoothly. How does [date/time] work?”
Once on your prep call, start to ask questions about the stakeholders: