Sales Demo Training
The end-to-end walkthrough for running a Plansight demo
The end-to-end walkthrough for running a Plansight demo
This is the full Plansight demo run — the same one I'd take a prospect through — broken into seven moments: starting with a customer, building an RFP, sending it out, collecting quotes, shaping the presentation, closing the loop, and getting ready for the next round. The goal isn't for you to memorize my script. It's for you to own the story in your own voice.
Each step has a short video, the talking points I'd use with a prospect, and the PDFs I work from. This page is living — watch it through, jump back to any step before a call, and Slack me with anything that feels unclear so I can fold it into the next update.
Kick off the demo by showing the finished deliverable — a merged presentation with every line of coverage — so the prospect knows where the rest of the demo leads.
How Plansight's Merged Presentation pulls multiple independent RFPs — medical, dental & vision, accident, and other ancillary lines — into one client-ready deck. You'll see a broker who ran separate RFPs per product line push them all into a single "target" presentation, then re-push later to pick up a late-arriving Guardian quote without touching what was already merged.
Key takeaways: pick a target RFP first (merges flow into it); the merge is smart and skips quotes it has already imported; community-rated RFPs must be the target because they can't be pushed into another RFP; and you can't combine two RFPs of the same benefit type (e.g., four dental RFPs into one).
Create the customer and build out every plan they have in force today. This baseline is what Plansight's change detection, cost modeling, and benchmarks all reference — everything downstream compares against it.
How to create a customer in Plansight from scratch and build out the plans they have in force today. You'll see the customer record setup — industry, headcount, state, renewal date — and then how to build each plan line by line: carrier, network, plan design, and rates by tier.
Key takeaways: customer setup and the plan builds are a one-time investment per client; everything downstream — benchmarks, change detection, cost modeling, the merged presentation — compares back to what you enter here; and next year's renewal doesn't need re-entry, it just gets layered on top of this baseline.
Start the RFP with the guided wizard. Plansight walks you through benefits, networks, plan designs, and carrier selection — with defaults already pulled from the customer profile you just built, so you're editing, not starting from a blank form.
How to kick off an RFP using Plansight's guided wizard. You'll walk through the RFP setup screens — benefits selection, networks, plan design targets, and carrier list — and see how defaults are already populated from the customer profile you built in Step 2.
Key takeaways: the wizard is where the one-time customer setup pays off — nothing starts from a blank form; every field is an edit, not a fresh entry; and the carrier list you choose here is who receives the RFP when you hit send in Step 5.
Review the market response and shape the cost model. This is where you see what the carriers came back with, adjust the presentation narrative, and configure the census and contributions that drive the final cost projections.
How to work inside a Plansight presentation once the carrier quotes have been extracted. You'll see the market response view — every quote lined up against current — the presentation itself, and the modeler where census data and contribution strategy drive the cost projections.
Key takeaways: the market response is where reps triage quotes side-by-side with current; the modeler lives inside the presentation and is where cost projections actually come from; and every adjustment — rates, census, contributions — flows through to the client-facing deck automatically.
This is where Plansight earns the demo. Carriers respond to the RFP email by dragging their quote PDF — and any accompanying notes — straight into Plansight. AI pulls every field into the schema in seconds, change detection fires automatically, and the quote flows into the presentation you saw in Step 4. No re-keying. No copy-paste. No spreadsheet cleanup.
A carrier responding to the RFP email end-to-end: opening the upload link, dragging and dropping their quote PDF, adding a note alongside it, and watching Plansight's AI extract the full plan design into the schema automatically. You'll see how the extracted quote flows straight into the market response and the merged presentation without any broker re-entry.
Key takeaways: the carrier and broker see the same outcome — an accurately captured quote on the spreadsheet, guaranteed; notes and comments travel with the upload, so context isn't lost; and if a carrier bypasses the link and emails you a PDF, dropping it into Plansight yourself yields the same AI extraction with no special workflow.
Tie the demo back to the preview from Step 1 — the same merged presentation, now populated with real quotes, real change detection, and the cost model you just shaped. This is the "that's what I showed you at the start, and here's how quickly you'd get there" moment.
Closing out the demo by generating the final merged presentation from everything the broker just built — current plans, renewal quotes, change detection, and the cost model. You'll see how every decision earlier in the workflow shows up in the client-ready deck without any manual assembly.
Key takeaways: the presentation the prospect saw in Step 1 isn't a mockup — it's the actual output of the flow they just watched; edits anywhere upstream (rates, census, contributions, plan design) propagate to the final deck automatically; and the hand-off to the client is one click, not a weekend of formatting.
The renewal cycle ends, but the customer setup doesn't. See how Plansight carries the customer profile, plan history, and quote archive forward so the next round starts from context — not a blank page.
How to close out a completed renewal cycle and roll the work forward so the next round starts from everything you've already built — not from scratch. You'll see the customer profile, in-force plan history, and quote archive carry over, and how this year's accepted renewal becomes next year's baseline in a single move.
Key takeaways: the one-time customer setup from Step 2 keeps paying dividends every cycle; historical quotes and presentations stay accessible for year-over-year comparisons; and the next RFP kickoff picks up with all of this context pre-loaded — so you're editing deltas, not rebuilding.
All 8 demo PDFs bundled — plan documents plus example presentations
Use these for Step 1 — "start with the end first." Show a rep or prospect what the finished deliverable looks like before walking into the rest of the demo.