How are you managing the shift from in-person to virtual meetings?
Pre-Covid, 90% of demos were done in-person, which means you had to get on a plane and fly out, spending approximately three days and a lot of money. Today, you can do a demo in two to three hours, without going anywhere. They are shorter and can be tailored to specific people and to specific needs that arise throughout the process. This helps when it comes to tasks that are taxing on the brain, because most of us can stay engaged for around 45 min, so having these shorter meetings that can be spread throughout the day, if necessary, can go a long way.
But for me, one of the downsides of doing things remotely, is the fact that you are not engaging your clients enough. If you are in the room, you can see what people are doing, if they are paying attention, and you can engage them with questions more easily as well. In a remote demo it works best when clients are given the controls to navigate around and discover the software functionality themselves.