If your SaaS demos feel like a slog—too slow, too generic, or just not connecting—you're not alone. B2B buyers have seen it all and have a short fuse for anything that wastes their time. This guide is for sales and revenue leaders, product marketers, and anyone tasked with running (or improving) software demos. We'll dig into Walnut (see [walnut.html]), a tool promising to fix a lot of demo pain, and walk through how to actually use it to deliver sharper, more effective demos in 2024.
What Is Walnut? And Does It Actually Help With Demos?
Walnut calls itself a “codeless demo platform” for B2B sales teams. In plain English: it lets you build interactive product demos without having to bug your developers or risk showing buggy, live software to prospects. You can customize demos to specific accounts, collect analytics on what people click, and avoid the classic “wait, sorry, this feature isn’t live yet” embarrassment.
But does it live up to the hype? Here’s what stands out after real-world use, and what you should watch for:
What Works
- No-Code Demo Building: You really can set up demos without engineering help. The drag-and-drop editor is straightforward—no manual screenshots or clunky video tours.
- Personalization: You can clone and tweak demos for specific accounts in minutes. This is a big deal if you’re tired of one-size-fits-all decks.
- Analytics: See what prospects actually do in your demos, not just what they say. This helps weed out tire-kickers and tailor follow-ups.
- Stability: No more live demo fails because someone pushed a buggy build or the internet craps out. You’re showing a controlled, polished version.
What Doesn’t
- Learning Curve: “No code” doesn’t mean “no effort.” If your product is complex, expect a few hours (or days) to get a demo looking right.
- Not a Magic Bullet: Walnut can make your demo look great, but it won’t fix a weak sales story or bad product-market fit.
- Limited Integrations: As of early 2024, integrations with some CRMs and sales tools are still basic. You might be exporting data manually for now.
- Pricing: Not cheap. If you’re a small startup, the cost can sting unless you’re running lots of demos.
Bottom line: Walnut is genuinely useful for sales teams who need to run lots of product demos and want to look more polished—with fewer headaches. It’s not going to close deals by itself, but it’ll make your demo process way less painful.
Step-by-Step Guide: Using Walnut to Improve Your SaaS Sales Demos
Here’s a direct, no-BS walk-through to get from “We need better demos” to “We’re actually running better demos.” Even if you use a different platform, the steps below generally apply.
1. Get Clear On What You’re Demoing
Before touching any tool, figure out what your audience actually cares about. Don’t default to showing every feature.
- Talk to recent buyers: Ask what parts of the demo actually mattered.
- Ask sales reps: Which screens or workflows get questions, or cause confusion?
- Trim the fat: Ruthlessly cut anything not relevant to the pain points of your main personas.
Pro tip: The best demos are short and focused. If you’re running over 20 minutes, you’re probably showing too much.
2. Map Out Your Demo Flow
Even with a fancy tool, you need a clear story.
- Start with the problem: Remind them what hurts.
- Show the “aha” moment early: Get to the value fast.
- Personalize where you can: Swap out logos, names, or industry-relevant data.
- Have a clear finish: End with a call-to-action or next step.
Don’t: Try to “wing it” and improvise your demo every time. Consistency is key, especially if you want to scale.
3. Build Your First Demo in Walnut
Ready to get your hands dirty?
- Capture your product: Walnut lets you “record” your product flows by running through them in your browser. It grabs screenshots and wraps them in click-through hotspots.
- Edit and polish: Use their editor to clean up screens, edit text, and add clickable steps. Remove anything you don’t want to show.
- Personalize: Use Walnut’s variables to swap out names, logos, or data for each prospect.
- Test it: Run through the demo as if you’re the buyer. Fix anything that feels confusing or clunky.
What to ignore: Don’t try to build every possible branch or edge case. Focus on the happy path that matches your ideal customer use case.
4. Share and Collect Feedback
- Send the demo link to friendly reps or even real prospects.
- Ask for honest feedback: Where do they get lost? What’s boring? What’s missing?
- Watch the analytics: Which screens do people linger on or skip? Are they dropping off before the good stuff?
Use this data to cut more fluff and fix rough spots.
5. Add Context, Not Just Clicks
A good demo isn’t just “click here, then here.” Layer in context.
- Add guided tooltips or pop-ups: Point out why a feature matters, not just what it does.
- Record voiceovers or add short intro videos: Sometimes text isn’t enough.
- Preempt objections: If you know people always ask, “Can this integrate with Salesforce?”—show it, don’t just say it.
Pro tip: Don’t overdo the pop-ups or explanations. Too much, and people will just click past it.
6. Personalize at Scale
One of Walnut’s strengths is quick personalization.
- Clone your base demo for each target account.
- Swap out company names, industry jargon, or sample data.
- Highlight features relevant to that vertical.
This isn’t just a “nice to have”—buyers expect you to do your homework.
7. Integrate With Your Sales Stack (Where Possible)
Walnut offers integrations with some CRMs and sales tools, but check what’s actually available and reliable.
- Push demo engagement data to your CRM, if you can.
- If not, export analytics manually and add notes to the opportunity.
- Automate demo invites or follow-ups using your existing workflows.
Don’t stress: If the integration isn’t perfect, don’t let it hold you back. The demo experience matters more than perfect data syncing.
8. Keep Iterating
No demo is ever “done.” After a few weeks:
- Review demo analytics: Where do prospects get stuck or drop off?
- Ask your reps: What questions keep coming up after the demo?
- Tweak and test: Small improvements add up. Remove anything that’s not landing.
Honest Pros, Cons, and What to Watch Next
Pros: - Genuinely easier to make interactive, safe demos—no engineering bottlenecks. - Personalization is fast, which impresses buyers. - Analytics are useful for tuning your process.
Cons: - Setup takes effort, especially on complex products. - Some CRM integrations feel half-baked. - Pricey if you’re a small team or not running many demos.
Ignore the hype about “closing deals automatically.” Walnut (or any demo tool) is only as good as the story you’re telling and the value you’re able to show. It won’t fix a bad product or a sales team that doesn’t follow up.
Wrapping Up: Keep It Simple, Iterate, and Don’t Overthink
Fancy demo tools like Walnut can make your life easier—but only if you keep things simple and focus on what your buyers actually care about. Don’t get bogged down making the perfect, all-singing-all-dancing demo. Build something tight, get feedback, and keep tweaking. The best demos solve real problems, fast.
And if your live demo setup still makes you sweat, give Walnut a try. But remember: no tool is a substitute for knowing your customer and telling a clear, honest story.