How to Use Perspective AI for Sales Demo & Call Preparation

What You'll Accomplish

• Comprehensive prospect qualification using BANT, MEDDIC, or other frameworks before sales calls
• Personalized demo preparation based on prospect-specific needs, challenges, and decision criteria
• Higher conversion rates from better-prepared, more relevant sales conversations
• Improved sales efficiency with pre-qualified leads and customized sales approaches

Step 1: Define Your Research Question

1. Go to getperspective.ai/signup and create your account
2. Click "Create New Conversation"
3. Define your primary research question, such as:
   • "How can we better understand prospect needs before sales calls to deliver more personalized and effective demos?"
   • "What qualification information do we need to customize our sales approach for each prospect?"
   • "How can we improve demo conversion rates through better prospect preparation and understanding?"

• Research type (Exploratory, Discovery, etc.)
• Detailed research description
• Interview goals and objectives
• Target participant profile
• Initial research plan

Step 2: Refine Your Research Plan

• Goals: 3 specific objectives (e.g., "Gather comprehensive prospect qualification information using BANT/MEDDIC frameworks") - you can define additional goals in the refinement step
• Target participants: Prospects who have scheduled upcoming sales calls or demos
• Core questions: Foundation questions that ensure consistent sales qualification data collection

• "What specific business challenges are you hoping to solve, and what's driving the urgency to address them now?"
• "Who else is involved in evaluating and deciding on this type of solution?"
• "What budget range have you allocated for solving this problem?"
• "What's your ideal timeline for implementing a solution?"

• "What business metrics would you use to measure success with a new solution?"
• "Who is the economic buyer with final decision authority on this purchase?"
• "What criteria will you use to evaluate different solutions?"
• "What specific pain points is this solution meant to address?"
• "Who is your internal champion for this initiative?"

Step 3: Customize the Participant Experience

• Conversation Title: "Pre-Demo Preparation: Help Us Customize Your Upcoming Sales Call"
• Welcome Message: "Thanks for scheduling a demo with our team! To make sure we use your time effectively and focus on what matters most to you, this quick conversation will help us understand your specific needs and challenges. This ensures our upcoming demo is relevant and valuable for your situation."
• Researcher Info: Add your name, title (Sales Development, Account Executive, etc.), and brief bio

• End-of-interview CTA: "Thank you! We'll use these insights to customize your demo. Looking forward to our upcoming call" + meeting confirmation link
• Auto-send thank you email: Enable with demo preparation summary
• Require sign-in: Recommended for prospect management and follow-up
• Access level: Keep as "Account" (visible to your sales team only)

Step 4: Invite Your Target Participants

• Scheduled prospects: Anyone who has booked a demo or sales call
• Inbound leads: Prospects who have requested information or demos
• Event leads: Contacts from trade shows, webinars, or marketing events
• Referral prospects: Introductions from existing customers or partners
• Outbound prospects: Cold outreach prospects who have agreed to meet
• Multiple stakeholders: Include all attendees who will be on the demo call

• Copy the unique conversation link
• Send via email immediately after demo is scheduled
• Include in calendar invitations and confirmation emails

• Use built-in email invitations
• Send directly from Perspective AI platform

"Hi [Name], Thanks for scheduling a demo with us! To make sure we maximize your time and show you the most relevant capabilities, would you mind answering a few quick questions about your needs and situation? This AI-guided conversation takes 5-10 minutes and helps us customize your demo perfectly. [insert link]"

• Send immediately after demo scheduling while interest is high
• Position as demo customization rather than additional qualification
• Keep the time commitment low (5-10 minutes)
• Send follow-up reminders 24 hours before the scheduled demo

Step 5: Let Perspective AI Conduct the Interviews

• Prospects click the link and start conversations on their own time
• Perspective AI conducts natural, conversational interviews using your qualification framework
• Each conversation adapts based on prospect responses about their needs and situation
• All qualification insights are automatically recorded and organized for demo preparation

1. Current situation and challenge identification
2. Business impact and urgency assessment
3. Decision-making process and stakeholder mapping
4. Budget and timeline exploration
5. Success criteria and evaluation factors
6. Thank you and demo preparation confirmation

Step 6: Analyze Your Prospect Qualification Data

• Get instant overview of prospect needs, challenges, and qualification status
• Identify key decision factors and stakeholder dynamics
• See budget, authority, need, and timing insights across all prospects

• "What are the most important challenges and needs this prospect wants to address?"
• "Who are the key stakeholders and what role does each play in the decision process?"
• "What budget and timeline constraints should we be aware of for this prospect?"
• "Which product capabilities and use cases should we emphasize in the demo?"
• "What objections or concerns might arise, and how should we address them?"

• "Create a customized demo agenda based on this prospect's specific needs and priorities"
• "Identify the most relevant case studies and examples to share with this prospect"
• "Suggest talk tracks and messaging that will resonate with this prospect's situation"
• "Highlight potential deal risks and qualification gaps that need attention during the demo"
• "Recommend follow-up strategies based on prospect buying process and timeline"

• "Compare this prospect's needs to similar successful deals and identify winning strategies"
• "Assess deal qualification score and likelihood of progression based on BANT/MEDDIC criteria"
• "Identify missing qualification information that should be gathered during the demo call"
• "Suggest demo customization for different stakeholder types who will be attending"

Step 7: Execute Personalized Demo Strategy

• Personalized demo scripts and agendas based on specific prospect needs and use cases
• Stakeholder-specific talking points and value propositions for each demo attendee
• Objection handling strategies based on identified concerns and competitive factors
• Discovery questions to fill remaining qualification gaps during the demo

• Qualification handoff summaries with key insights and recommended next steps
• Prospect context and background information for account executive preparation
• Meeting preparation checklists ensuring all relevant information is captured
• Follow-up strategies and timing based on prospect buying process and urgency

• Deal qualification assessments and pipeline progression likelihood
• Resource allocation recommendations based on deal size and probability
• Coaching priorities and support needs for specific demo situations
• Forecast accuracy improvements through better prospect qualification

• Demo effectiveness tracking and conversion rate analysis by preparation quality
• Content usage recommendations based on prospect needs and successful patterns
• Training opportunities identified through common qualification gaps or challenges
• Process improvements for demo preparation and prospect management workflows

Real-World Example

• Qualification depth varied significantly—73% of prospects lacked clear BANT qualification
• Stakeholder gaps: 67% of demos included attendees not identified during initial qualification
• Use case mismatch: 45% of demos focused on wrong capabilities based on actual prospect needs
• Timeline misalignment: 52% of prospects had longer decision timelines than expected
• Budget clarity: Only 34% of prospects had defined budgets, but 78% had budget authority
• Competition presence: 89% were evaluating alternatives, but only 23% disclosed this initially

• Metrics: 67% could define success metrics after pre-demo interview vs. 23% before
• Economic Buyer: Identified in 89% of cases vs. 45% with traditional qualification
• Decision Criteria: Clearly defined for 78% of prospects vs. 34% previously
• Decision Process: Mapped for 82% of prospects, revealing 3.2 average stakeholders per deal
• Identify Pain: Specific pain points identified for 91% vs. 56% with surface-level discovery
• Champion: Potential champions identified in 67% of qualified prospects

• Relevant case studies: Used in 94% of demos vs. 45% with generic preparation
• Stakeholder-specific messaging: Delivered to 87% of demo attendees vs. 23% one-size-fits-all
• Objection prevention: Addressed concerns proactively in 78% of demos
• Next step clarity: Defined for 92% of demos vs. 56% with poor preparation

• Demo no-shows: Decreased from 28% to 12% with engagement and preparation
• Discovery effectiveness: Reduced discovery time in demos from 15 minutes to 5 minutes
• Follow-up efficiency: Improved by 67% with clear next steps and stakeholder mapping
• Pipeline accuracy: Increased by 45% with better qualification and timeline understanding

1. Automated Qualification: Made pre-demo interviews mandatory for all scheduled prospects
2. Demo Playbooks: Created customized demo templates based on common prospect profiles
3. Stakeholder Mapping: Required identification of all demo attendees and their roles
4. Qualification Scoring: Implemented scoring system based on MEDDIC completeness
5. Sales Training: Enhanced demo preparation training for all account executives
6. CRM Integration: Built automated workflows to capture and share qualification insights

• Demo-to-opportunity conversion rate improved from 35% to 67%
• Sales cycle shortened 28% with better qualification and stakeholder management
• Average deal size increased 23% by focusing on higher-qualified prospects
• Sales rep productivity improved 34% with better demo preparation and efficiency
• Pipeline accuracy increased 52% with comprehensive prospect qualification
• Customer satisfaction with demos improved from 6.8 to 8.9 (out of 10)

Advanced Sales Demo Preparation Use Cases

• Qualify all demo attendees and their specific interests and concerns
• Create personalized agenda segments for different stakeholder types
• Plan stakeholder-specific follow-up strategies and next steps

• Identify competitive evaluation situations and specific competitors involved
• Prepare competitive differentiation strategies and objection handling
• Plan proof points and demonstrations that highlight competitive advantages

• Map entire decision-making process and timeline expectations
• Identify all stakeholders and influencers throughout the buying process
• Plan multi-touch demo strategy for different stages of the sales cycle

Quick Start Checklist

• Create Perspective AI account and define demo preparation research question
• Choose qualification framework (BANT, MEDDIC, etc.) and customize mandatory questions
• Set up participant experience emphasizing demo customization value
• Integrate pre-demo interviews into sales process workflow
• Wait for prospect interview completion (typically within 24 hours)
• Generate prospect qualification summaries for demo preparation
• Create personalized demo agendas and talking points based on insights
• Execute customized demos and track conversion improvements
• Refine qualification questions and demo preparation based on results

Sample Analysis Questions for Demo Preparation

• "What specific business challenges and needs should we address in this demo?"
• "Who are the key stakeholders and what matters most to each person?"
• "What qualification criteria (BANT/MEDDIC) are met or missing for this prospect?"

• "Which product capabilities and use cases should we emphasize for this prospect?"
• "What case studies and examples would be most relevant and compelling?"
• "Which potential objections should we address proactively during the demo?"

• "What next steps and follow-up strategies are most appropriate for this prospect?"
• "How should we structure the demo agenda to maximize engagement and conversion?"
• "What missing information should we gather during or after the demo?"

• "How qualified is this prospect and what's the likelihood of deal progression?"
• "What are the biggest risks or obstacles to moving this deal forward?"
• "Which stakeholders need additional attention or relationship building?"

FAQs

What's Next?