Live demo tips

A few weeks ago, we unveiled Walnut Wisdom and it’s fair to say you loved it 😊 

So, we thought we’d treat you to some more tips and tricks to help you deliver the best buying experience.

What we’ll learn today: Tips to ensure you nail live demos. These pointers will help you secure deals, sell smarter, and focus on your product’s value.

1. Plan the narrative 💫

Research your prospect, their seniority, and how they converted, and connect the demo narrative to what they’re looking for. We recommend having a clear path to help them follow along and not lose focus during the demo. 

2. Perfect your pitch 🔊

Write down key points that you want to express throughout the demo. You can use Presenter Notes to ensure you never forget a detail and that you present the demo smoothly.

3. Personalize your demo 💁

Personalize your demo so your buyer feels like it was made for them. You can do this by using variables in your demos so all you have to do is simply enter your prospect’s name.

4. Keep it simple 🤏 

Ensure the demo doesn’t drag on too long and bore the prospect. We recommend showing the “aha!” moment in the first 1-2 minutes of the demo, and keeping the total demo duration to around 10-20 minutes.

5. Avoid feature dumping 🛑 

Focus on how your product solves the prospect’s pain points rather than just showing how your product works. Incorporate specific questions that will help you enhance your discovery process. Then, take the pains that were revealed and show how your product solves them in real life. 6. Keep Seller Xpert open in your presenter window 🤖

If your workspace has Seller Xpert turned on, it sits in the Presenter Notes window next to your notes. Only you see it; the buyer sees the demo tab you share.

• Before the call: check that the battlecards and objection-handling notes you'll need are in Seller knowledge, and decide whether Seller Xpert will listen to the call (call audio or microphone only) or just answer what you type. If it listens, let the buyer know you're using an AI assistant that transcribes the call.
• During the call: type the buyer's question, lead with the one-line headline, and click Show when it suggests a screen. Anything marked Internal is context for you, not something to read aloud.
• After the call: use what the buyer asked to shape your follow-up, and flag any question Seller Xpert couldn't answer so your admin can add it to Seller knowledge.

For the full prep, during and after routine, see the Presenter playbook.