Jason Oakley on LinkedIn: #product #demo #productdemo #pmm #productmarketing #sales #salesenablement | 31 comments
Klue Demo certified ✅ - well sort of. In December, I did a presentation about the first 100 days as a solo PMM. In it, I touched on the importance of getting to know the product you're working with. So when I heard that our sales team had a demo certification process, I signed up.
Klue Demo certified ✅ — well sort of.
In December, I did a presentation about the first 100 days as a solo PMM. In it, I touched on the importance of getting to know the product you’re working with.
So when I heard that our sales team had a demo certification process, I signed up. BTW if your org has a demo cert process of some kind, I highly suggest you do it.
✅ It forces you to learn the product — You’re given a deadline and the training resources you need. It’s like a crash course in learning your product quickly. I invested ~20 hours into studying demo recordings and practicing.
✅ You’re expected to perform — At previous companies, I’ve forced myself to record a demo in my first 30-60 days. But having to actually present to sales leaders forces you to know the product that much more confidently. The pressure is on, and that’s motivating.
✅ You gain credibility — There’s nothing worse than your sales team not having confidence in your understanding of the product and sales approach. It takes more than just getting demo certified, but I feel this is a strong first step in building confidence and mutual respect.
✅ You step into the shoes of an AE — Selling is HARD. So much more goes into a demo than knowing the product well. Going through this process gave me an inside look at how our team sells Klue and where I can enable them. How they do discovery, demo the product, handle objections, differentiate us vs competitors, what slides they actually use and how.
✅ You see how positioning and messaging is used — Writing positioning and messaging in a document or deck is one thing, but responding to an actual prospect confidently when asked a question or faced with an objection is a different story. It’s where the rubber meets the road. And this process lets you experience it yourself.
Am I "officially" certified? 😬 Let’s just say I won’t be topping the sales leaderboard any time soon. Like I said, there’s a lot more to selling than knowing the product. But I couldn’t think of a better way to kickstart my journey here at Klue.
Would love to hear what other approaches PMMs have for leveling up your product knowledge when joining a new org!