Product Management University

DECEMBER 5, 2023

Here’s a simple three-step approach for your product demos that will help you sell solutions versus products. It’ll make differentiation easier and improve your sales win rates. If this is the case, longer and more difficult sales cycles lie ahead and differentiation becomes more difficult.

How To 52

How To Lead Rank Lead Scoring Sales Cycle 52

Gong.io

SEPTEMBER 8, 2021

Unlike bottom performers, superstar reps get bombarded with questions during sales demos. Once buyers understand the value they sprint through the sales cycle. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to follow as you build out your script. Better win rates.

ACT 109

ACT Examples Call-back Lead Rank 109

Product Management University

SEPTEMBER 11, 2023

When all three of these factors are present, it’s going to be a great sales demo. There are a lot of steps in the sales process that can make or break a deal, but buyer politics aside, the demo is the biggest hurdle to clear because the product is the centerpiece of the evaluation. The 3 Es of a Great Sales Demo 1.

Buyer 52

Buyer Education Software Software 52

Product Management University

MAY 24, 2023

If you’re a solution consultant (SC), sales engineer (SE), or any other role that does sales demos, there’s nothing more uncomfortable than going into a demo and not knowing what you’re aiming for. Qualifying your account executives prior to the demo is a practice that’s beneficial to everyone, including the buyer.

Sales Qualified Lead 59

Sales Qualified Lead Account Territories eBook 59

Partners in Excellence

NOVEMBER 28, 2022

Buyers struggle doing their “jobs” ……buying! We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Just reflect for a moment.

Buyer 95

Buyer Face-to-face Proposal Up-Sell 95

DiscoverOrg Sales

MAY 16, 2017

I’m Steve Bryerton, Vice President of sales here at DiscoverOrg, to talk about how to bookend your demo in order to create a sense of urgency and commitment from your prospects. From beginning of your demo , let’s create an upfront contract. Get our free Outbound Sales and Marketing Strategy ebook.

Video 154

Video Decision Maker Outbound eBook 154

DiscoverOrg Sales

MAY 18, 2016

Sales people have been giving tech demos for a long time. Top of the funnel metrics require that SDRs book discovery calls and schedule demos, yet the value of those interactions can be difficult to quantify. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. The more up-to-date information you can see on your future customers, the better equipped you’ll be throughout the entire sales process, which is why we focus on real-time intent.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Product Management University

JANUARY 3, 2023

Sales demos are one of the easiest ways to boost your credibility with prospects and customers. A good sales demo creates that critical moment of differentiation that makes your product the obvious choice in a sea of competitors. What is a B2B Sales Demo Script? How to Create a Sales Demo Script.

B2B 52

B2B How To Lead Rank Follow-up 52

Gong.io

FEBRUARY 1, 2019

If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. I mean that what feels right during a product demo usually causes failure. 3 Million Product Demos Analyzed. Flip Your Product Demo Upside Down.

ROI 132

ROI Face-to-face Lead Rank Buyer 132

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing.

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

The Center for Sales Strategy

JANUARY 7, 2022

> 22 Sales Quotes to Inspire You to Make 2022 Your Best Year Yet – LinkedIn. - MOTIVATION -. Real listening is a willingness to let the other person change you.". AROUND THE WEB -. > A new year. The ultimate clean slate, a fresh piece of white paper, awaiting your pen. The question is – what story will you write on that paper this year?

Buyer 110

Buyer Quota LinkedIn Motivation 110

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Essentially “buyer enablement”.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Zoominfo

DECEMBER 20, 2021

Conversational marketing is an audience engagement channel that lets buyers and sellers communicate in real time, using tools such as live chat, chatbots, voice bots, and audio conversations. With conversational marketing, sellers and buyers can exchange content and critical information at the right moment, accelerating the customer journey.

Account Based Marketing 130

Account Based Marketing Buyer Conversion Marketing 130

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. With this type of news, sales reps need to engage as many people as possible. These leaders typically don’t have time for cold sales calls.

Data 130

Data Buyer Intent Signal Decision Maker 130

Product Management University

NOVEMBER 29, 2022

Product demos are one of the most critical components of strong product marketing and sales for SaaS organizations. A great product demo creates an urgency to buy, while a bad product demo sends prospects running. What is a Product Demo? A product demo is a verbal value story. Product Demo vs. Free Trial.

Lead Rank 52

Lead Rank Sales Qualified Lead Lead Scoring Engineering 52

Product Management University

NOVEMBER 2, 2017

In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. We also examine product usability and its impact on revenue, plus sales demo tips. Sales – Demonstrating Solutions vs. Products. Product Usability & Its Impact on Revenue.

Buyer 80

Buyer Revenue B2B Training 80

Lead411

SEPTEMBER 22, 2022

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process. You know buyer intent is important. So what are the first steps to get the most out of buyer intent data? It is easy to get overwhelmed at first with the thousands of topics available to choose from within the buyer intent platform.

Buyer Intent 98

Buyer Intent Intent Buyer Intent Data 98

Product Management University

APRIL 14, 2021

Business outcomes vs product features: how do your sales demos stack up? In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions.

Sales Cycle 59

Sales Cycle Retention Up-Sell Sales 59

Sales Hacker

JUNE 22, 2022

Fresh off his West Coast Storytelling Tour, Nick Capozzi , Demostack’s Head of Storytelling, has spent the last 30 days on a quest to find out how the best and the brightest in sales utilize storytelling. Master your story > improve your demos > win more deals. Uncover top actionable sales trends right now.

Revenue 80

Revenue Trends Buyer Examples 80

Product Management University

SEPTEMBER 13, 2021

Why does the sales process often stall after the demo? The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. The problem most salespeople have in the discovery process is trying to validate that buyers have problems their products solve.

Sales Process 59

Sales Process Remedy Discount ROI 59

Customer Centric Selling

MAY 29, 2018

The question I’d like you to consider: What is the purpose of doing demos? Please note : Prior to doing demos, buyers should have visions of the capabilities they need to achieve their desired business outcomes. Ultimately, demos don’t sell, salespeople do. The post Sales Tips: Why Do a Demo?

Vendor 76

Vendor Buyer Sales Prospecting 76

Hubspot Sales

APRIL 24, 2019

The technical demo could make or break the success of the deal. It allows salespeople to establish value, buyers have the ability to voice questions and objections, and it should ultimately result in a technical win. Ready to learn how to perfect your technical demo? What's the purpose of a technical demo? Let's dive in.

Buyer 87

Buyer Objections Lead Rank Lead Scoring 87

Gong.io

MAY 20, 2021

When you conduct a demo, you want the same thing to happen. Your goal is for the demo to be short, controlled, and concise. (No Let’s take a look at how this played out in the more than 3 million recorded product demos we analyzed using anonymized data from our Gong platform. When you’re ready to demo, that’s where you begin.

Data 83

Data Infusion Call-back Exact 83

A Sales Guy

NOVEMBER 25, 2014

In the world of SaaS and cloud solutions, the demo is everything. As the demo goes, so goes the sale. Give a shitty demo, and you’re not gonna get the sale. Give a good demo, and you’ve just increased the chances closing the deal. That is how too may sales people treat them.

Report 142

Report Buyer Commission Exact 142

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales Hacker

NOVEMBER 21, 2022

A sales pitch without a story is like a frame without a picture: it’s just a thing. Humanize your messaging— make your customer the hero in their own story, and use your demo to solve your hero’s problems. Master your story > improve your demos > win more deals. Utilize storytelling to build a seller-buyer relationship.

Buyer 77

Buyer Account Revenue Examples 77

Product Management University

JULY 23, 2019

Here are three product demo mechanics that will engage buyers into the conversation and produce more favorable outcomes. In sales situations, the goal of every product demo is to create an urgency to buy! Even in non-sales situations, you’re still trying to sell something like and idea, a plan, etc.,

Buyer 40

Buyer Transportation Face-to-face Retail 40

Sales Hacker

APRIL 25, 2023

If you’re a salesperson, you have to learn about your buyer. And your buyers hate it. Related: 12 Discovery Questions to Ask Your Prospects In Sales Calls Doing discovery this way gives discovery a bad name — when in fact this stage can be an absolute game changer for you and your buyers. Buyers are the same way.

Buyer 77

Buyer Face-to-face Call-back Guidelines 77

Sales Hacker

DECEMBER 29, 2022

Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. Related: Top 14 Sales Methodologies for Your Selling Systems. Table of contents. What is solution selling? Absolutely not.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Highspot

DECEMBER 8, 2020

To navigate these murky waters, salespeople are increasingly relying on the concept of buyer enablement – a sales approach that makes it easier than ever for buyers to champion your product, so reps can close new business. What are the four types of buyers. How do you engage a B2B buyer? What Is Buyer Enablement?

Buyer 98

Buyer Examples Top of Funnel ROI 98

The Pipeline

FEBRUARY 29, 2012

The Pipeline Renbor Sales Solutions Inc.s The Right Way to Use Demos in Technology Sales. Stored in Attitude , Business Acumen , Communication Strategy , Demos , Listening , Planning , Presentation , Proactive , Sales Strategy , Sales Success , Sales Technique , audio , execution. EDGE Sales Process.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

Product Management University

OCTOBER 19, 2021

If you want to nail the product demo discovery meeting, it’s all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery. Sales discovery is all about qualifying the sales opportunity…compelling need, timeframe, budget, executive level sponsorship, decision makers, etc.

Decision Maker 52

Decision Maker Fashion Proposal Meeting 52

No More Cold Calling

OCTOBER 22, 2013

Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.”. In fact, 86 percent of business buyers engage in research independent of the sales cycle. Technology—and all of the information it provides—has made buyers a little … well, cocky. is very good at homework. Who’s in Control?

Buyer 271

Buyer Face-to-face Social Media Small Business 271

The Pipeline

OCTOBER 1, 2019

I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. There is an unhealthy rush to demo that at best causes deals to go longer and longer, or die.

Objections 291

Objections Sports Up-Sell Buyer 291