Two years ago, Walnut, the company behind viral LinkedIn movement #WeAreProspects, introduced “Beyond Demos,” a product suite that promised to redefine how sales teams approached interactive product demonstrations.
Now, the company is releasing an update that extends the platform’s capabilities beyond demos, offering sales teams a more comprehensive view of the buyer journey in an multi attribution B2B environment.
This update represents an expansion for Walnut from having a focus on demos to a platform that offers a 360-degree view of the buyer journey. As B2B sales become more complex, buyers are engaging with multiple touchpoints—ranging from website visits to social media interactions—before ever speaking with a sales representative. This shift has prompted Walnut to enhance its platform, capturing and analyzing a new range of buyer interactions to provide sales teams with a more complete picture of their prospects’ behaviors.
The updated platform now integrates data from CRM activities, demo interactions, and other forms of engagement, offering a unified timeline of buyer interactions. Walnut’s new feature, CRM Activity Tracking, allows sales teams to see a full history of a prospect’s journey, including emails, calls, and form submissions. This view is intended to help sales professionals make more informed decisions and better assess deal momentum.
Another key addition is the Demo and Media Playlists feature, which reflects the growing complexity of B2B sales processes. In many cases, live demos alone are insufficient for addressing the varied information needs of different stakeholders involved in a purchase decision. Walnut’s Playlists allow sales teams to compile and share a mix of content—such as sales presentations and pricing sheets—alongside their interactive demos, providing a more tailored experience for each prospect.
Walnut’s CEO, Yoav Vilner, noted the increasing demand for a data-driven approach to B2B sales, highlighting the platform’s evolution as a response to customer needs. He emphasized that the new features aim to help sales teams connect the dots across the buyer journey, a critical capability in today’s fast-paced sales environment.
The update comes at a time when B2B sales teams are under growing pressure to adapt to shifting buyer expectations and behaviors. Walnut’s latest features are intended to help sales professionals better predict buyer intent, personalize their sales strategies, and respond more effectively to prospect needs. This enhancement includes leveraging AI-driven insights and advanced analytics to fine-tune sales pitches. Ultimately, Walnut aims to support sales teams in delivering more tailored and effective sales experiences by providing this comprehensive view of buyer interactions, thus setting a new standard in the industry.
As Walnut continues to develop its platform, the company’s shift “beyond demos” could signal a broader trend towards more comprehensive, data-driven sales tools in the B2B sector. This evolution encompasses analytics, personalized experiences, and deeper integration with customer relationship management systems. Whether this will become the new standard in sales technology remains to be seen, but Walnut’s latest upgrade certainly reflects the growing need for more holistic approaches to understanding and engaging with buyers, potentially setting a new benchmark in the industry.
Published by: Khy Talara
