---
title: "Enable your champion"
slug: "/help/resources/tutorials/enable-your-champion"
last_updated: "2025-05-19T15:51:42Z"
zendesk_id: 20129826150931
zendesk_url: "https://help.walnut.io/hc/en-us/articles/20129826150931-Tips-to-Enable-Your-Champion"
locale: "en-us"
category: "Walnut Wisdom"
section: "Crack the Code"
product: "resources"
displayed_sidebar: "resourcesSidebar"
sidebar_position: 13
tags: ["Demo Strategy","Walnut Wisdom","Strategy"]
topic: "tutorials"
---

There’s no doubt the way people buy software has changed. In fact, **only 17% of the buying process is actually spent on calls with sellers**. The rest of the time, buyers are researching and building the business case.

![](pathname:///images/af61dd4463f6638b.png)

Make it easier for your champions to self-educate and promote your product internally, using Walnut leave-behind demos. Continue selling between meetings and get them excited about what’s coming next.

---

## **Examples of Leave-Behind Demos**

-   **Qualifying demo:** A short demo that’s emailed to a buyer after they book a demo to pinpoint any disqualifiers and ensure you’re not wasting your time (or theirs).

-   **Intro demo:** A product recap to go over the main flow and vision. Used to pique a buyer’s interest and validate their needs.

-   **Product dive-deep demo:** A demo that’s shared after the call to help your champion build their business case internally. It highlights the specific pain the champion raised.

-   **Closing demo:** These demos handle any objections or hesitations your buyer might have.

---

## **3 Tips to Nail Your Next Leave-Behind Demo**

1.  **Demonstrate the business case:** Identify your champion’s business blockers, and tailor the resources you share to address these obstacles. Highlight the champion’s current situation, their pain, and how you’ll resolve it**.**
2.  **Avoid feature dumping:** A demo ≠ tutorial. Show how your product solves the buyer’s pains in real life, rather than just showing how your product works.
3.  **Include a clear CTA:** Include a clear next step to boost conversion rates and help buyers understand what they need to do next. You can link to your calendar to book a meeting, or direct them to try the product themselves.