Strategies to Increase Demo Attendance and Engagement

·Aug 12, 2025 09:00 PM·

What is everyone doing to entice people to attend their demos? I've noticed across multiple clients the last few years but especially in the last 12 months it is getting harder and harder. People just won't commit their time. Interesting in hearing what people are doing to show prospects a demo is going to be definitely worth their time

6 comments

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Paul R.
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Devil's Advocate: how does a demo fit into your sales process (better yet, how does it fit into your buyers' purchasing process)? What value does it add? I used to coach my teams to try and sell and close in the absence of a demo. Demos can often lead to feature selling, rather than selling on value. Selling on value rarely requires a demo.
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Paul McCarron
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I agree in part, demos are often a feature dump with no interest in what the prospect actually wants to look it so it ends up being a waste of time. But there are many companies out there where their products do need a show and tell otherwise the prospects are not sure if it can do what they need it to do
Paul R.
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Agreed. Hence why I asked how they fit into your sales process. The devil is in the details.
Paul McCarron
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My sales process? We don't really have a demo unless someone really wants to see us go through it with them - the product demos itself which is the whole idea. It allows prospects to get answers to any questions at anytime from "what do you do" to product specific questions "I'm a small manufacturing company using quickbooks, how can you help me" or "do you white label". Allows them to qualify the product before they decide if they want to talk to sales (and of course, sales get great intel on what the prospect is really interested)
Karan K.
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Have you considered taking a value led approach to the entire motion? Happy to discuss further.
Paul McCarron
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Karan K. that's the whole idea of DemoHAL. A CFO will value different things to a CMO and a COO. DemoHAL gives every person the value they are looking for

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