Template

Sales demo call template

Show the three things they said they care about, on their own example, and agree what happens next.

45 minutesFor Account executives and foundersAgenda room
Change the agenda first

The agenda, with a time for each part

  1. What you told us last time5 min
    • Did I get this right? Has anything changed?
  2. The first thing you asked about10 min
    • Is this how you would want it to work?
  3. The second8 min
    • Who on your team would use this part?
  4. The third8 min
    • What would stop you using this tomorrow?
  5. Price and what is included7 min
    • Is this in the range you expected?
  6. The next step, with a date7 min
    • Who else needs to see this before you can decide?

How the notes read afterwards

A made-up example, so you can see the shape. In a real call each line carries the words that were said and who said them.

Recap. They want call notes in the CRM without typing.

Shown. A real call of theirs, its notes, and the same notes landing in the CRM.

Next. Two-week trial for five reps from Monday. Decision meeting on the 28th.

Running it well

Ways to change it

Twenty-minute demoOne thing only — the one they asked about first — then price and the next step.
For a technical buyerSwap the third part for security and how it connects to what they already use.

When to skip it. When you have not had a discovery call. A demo without knowing what they need is a tour.

Questions

How long should a sales demo be?

Thirty to forty-five minutes, with a third of it left for their questions.

What should you show in a demo?

The two or three things they told you they care about, using their own example where you can. Nothing else.

What happens in the room

Everybody joins from the link, with no account. The agenda sits beside the call and each item fills in with what was said about it, under the name of the person who said it.

More templates

Vendor evaluation callYou are the buyer: the same questions for every supplier, so the answers can be compared afterwards.Sales pipeline reviewDeal by deal: what changed this week, what is stuck, and what the next step is.Weekly sales meetingThe whole sales team, once a week: the number, what was won and lost, and one thing everybody gets better at.Client kickoff meetingThe first meeting with a new client after they sign: what success looks like to them, who does what, and how you will keep in touch.Renewal callA few weeks before a contract ends: what the customer got from it, what they want next, and whether they stay.Sales discovery callLearn how they work today, what they have tried, and what a good outcome is — before pitching anything.Client check-inWhat changed, how it is going against the goals you agreed, and what is next.Quarterly business review (QBR)Once a quarter with a customer: what they got for their money, what did not work, and what the next quarter is for.

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