Gong.io

SEPTEMBER 8, 2021

Unlike bottom performers, superstar reps get bombarded with questions during sales demos. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to follow as you build out your script. The most brought-up topics in the first 10 minutes of winning sales demos help build the context. Higher ACV.

ACT 109

ACT Examples Call-back Lead Rank 109

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

Sales Hacker

DECEMBER 29, 2022

SDRs on demo calls. Identify the customer needs, then present a customized solution. All she really wants is a super classy mullet? Figure out a pricing option for a short-long cut, and offer the desired result, tailored exactly to her (questionable?) Solution selling gives the prospect one-on-one attention. Sales may be a “numbers game.”

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Sales Hacker

JUNE 24, 2021

Converting a prospect to a demo is hard; leading an engaging demo is even harder. In his workshop filled with real-world examples, Demo-litions co-host and Replayz CEO Dave Kennett walks you through how to hone both your content and your presentation skills for a demo that speaks to exactly what your prospect needs.

Comparison 62

Comparison Exact Examples Prospecting 62

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

Hubspot Sales

APRIL 24, 2019

The technical demo could make or break the success of the deal. Ready to learn how to perfect your technical demo? What's the purpose of a technical demo? The technical demo is often presented to the buyer's technical team. If a buyer asks for a technical demo early in the process, let them know they're not ready yet.

Buyer 90

Buyer Objections Lead Rank Lead Scoring 90

Hubspot Sales

APRIL 30, 2019

This is where a product demo can fill in the gaps. What is a product demo? A product demo is a demonstration of how a product or software works. The product demo is different from a technical demo. A product demo is used to provide an overview of the product and the value it provides. Prepare in advance.

Face-to-face 75

Face-to-face How To Software Software 75

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. Here’s the ONLY way to do a demo. This is how a demo should go.

Report 142

Report Buyer Commission Exact 142

Sales Hacker

JANUARY 11, 2019

What if your demo skills were so sharp, your income grew on autopilot? In this free training, we’re revealing the exact, step by step process to make demos your new secret sales weapon. The post 7 Elements of Insanely Persuasive Sales Demos appeared first on Sales Hacker.

Exact 58

Exact Sales Training Sales Process 58

Mr. Inside Sales

JANUARY 22, 2021

3: If you like what you see next week in our demo, when would you ideally like to get started with something like this? For Demos: After you have presented the demo, you need to know: #1 “I know I’ve given you a lot of information, what questions do you have for me at this point?”. but the three above are crucial.

Face-to-face 287

Face-to-face Gatekeeper Decision Maker Licensing 287

Sales Hacker

JUNE 26, 2019

The better you are at running demos, the faster your career grows in sales. To an untrained eye, a demo is a demo is a demo. Those sessions were the inspiration behind the new Sales Hacker video series called Demo-litions , powered by Replayz. Demo-litions by Sales Hacker fills that gap. Happy demoing!

Video 53

Video Negotiation Survey B2B 53

Mr. Inside Sales

JULY 20, 2021

Give better demos and presentations. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today. Overcoming objections easier.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Product Management University

JANUARY 8, 2024

For all of you pre-sales solution consultants and sales engineers looking for new ways to differentiate your demos, step away from your products for a quick minute. You probably felt like your salesperson completely understood your situation and was able to talk about it in the same exact way you do. It happens almost immediately.

Real Estate 59

Real Estate Engineering Industry Exact 59

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. They pitch features and benefits instead of asking questions and qualifying.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Smart Calling

APRIL 18, 2019

If your sales process involves sending out samples and demos–or even proposals– you might be leaving a lot of money on the table. The post If You Send Samples or Demos, Do this to Sell More of Them appeared first on Smart Calling Blog. Listen Here.

Proposal 51

Proposal Exact Sales Process Prospecting 51

Zoominfo

DECEMBER 15, 2020

Crush Your Software Sales Demo and Convert More. Demos are a great way to bring in more prospects because they get to have a real-time experience with what you’re offering. Demos give you a chance to show off your brand, product, and culture all at once — it’s your chance to really shine! Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Chorus.ai

MAY 4, 2020

You might think I’m crazy, but I want to strike the word “demo” from the sales lexicon. Because good sales teams don’t “do demos” for customers. Unfortunately, it’s all too easy for sales professionals to slip into safe mode and reach for the demo. They have great conversations with them.

Conversion 62

Conversion Customer Film Lead Rank 62

Mr. Inside Sales

MAY 30, 2022

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads. And now with A.I., How about: “We wouldn’t be interested right now?”. They won’t.

Top of Funnel 156

Top of Funnel Face-to-face Sales Qualified Lead Inside Sales 156

Hubspot Sales

NOVEMBER 30, 2017

Internet outages, bad phone connections, products that stop working … chances are, you’ve experienced plenty of technical snafus in the middle of a demo. The good news is that these challenges don’t have to derail your deal or even your demo. When your product fails during a demo, it’s embarrassing for you and your company.

Face-to-face 83

Face-to-face Distribution Conference Call-back 83

Zoominfo

JUNE 10, 2018

Schedule a product demo. Here are a few ways to give a top-notch product demo: Personalize it. Your prospect doesn’t want to see a general demo; they want to see a demo tailored to their specific needs. Avoid talking about yourself during the demo. Keep reading. Ask questions. Offer a free trial.

Objections 239

Objections Case Study Face-to-face Study 239

Product Management University

JULY 25, 2018

Product presentations and demos can be the determining factor in winning or losing a sale. From a buyer’s perspective, the psychology goes something like this: “If you can articulate my issues in the exact manner I do, your product must be great at handling them.” Web Demos: Engaging An Audience You Can’t See.

Guidelines 45

Guidelines Lead Rank Lead Scoring Buyer 45

Zoominfo

NOVEMBER 7, 2022

Find Better Candidates With Better Data Our recruitment database is fueled by best-in-class business contact data Get a Demo Chorus We’ve also upgraded ReachOut to integrate with Chorus. Admins can select specific countries they would like to activate this feature for, or turn it on for all countries.

Decision Maker 130

Decision Maker Analytics Exact Research 130

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. you’ll be that much closer to overcoming it and getting into your demo. Dive into your demo…]. Don’t you hate when this happens? Response #1: “I was hoping you’d say that!

Gatekeeper 158

Gatekeeper Face-to-face eBook How To 158

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. you’ll be that much closer to overcoming it and getting into your demo. Dive into your demo…]. Don’t you hate when this happens? Response #1: “I was hoping you’d say that!

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

SalesLoft

SEPTEMBER 8, 2017

But putting your product on display shouldn’t be the only purpose of your demo calls. That’s why your demo calls should be focused on how your product is used and how it solves the problems your customer’s business is facing. But how do you flip the demo script? Make Your Demo Relevant. This is easier said than done.

Research 52

Research Face-to-face Call-back eBook 52

Partners in Excellence

JANUARY 11, 2024

And we have the same CTA asking for a meeting/demo. Every outreach focuses on our goals—we want to talk about and demo our products and solutions. I don’t want to diminish the importance of this. But we miss a huge opportunity, we fail to differentiate ourselves in our customer engagement strategies.

Scale 94

Scale Construction Comparison Face-to-face 94

Allego

MARCH 26, 2023

They might have opened one of your emails, downloaded a white paper, or signed up for a demo. Focus on the Prospect The best practice that I would like to share is centered around doing a demo, but this also applies to any phone calls or any in-person or virtual meetings you might have with your prospects. Time is very valuable.

Exact 62

Exact Engineering Prospecting Pipeline 62

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script. You see, even if you think you would never use a script, the truth is, you already are! And prospects like that! #2:

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

Product Management University

JANUARY 10, 2024

I think of demos as verbal product positioning. The difference is demos are a two-way dialogue with buyers whereas product positioning in a pure marketing sense is typically a one-way monologue where potential customers are reading, viewing or listening to something you’ve published. Here’s what I finally figured out.

Positioning 59

Positioning Demand Generation Demand Generation Targets Banking 59

Zoominfo

MARCH 8, 2021

You’ll eventually pop open social channels to learn more about the lead themselves and do the same exact thing in your CRM. Like many B2B SaaS businesses, this company has a product demo as part of its marketing and sales funnel. This SaaS company finds a 50% drop in response rate from 2 hours after someone requested a demo.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

Mr. Inside Sales

JULY 24, 2022

And then: “And do you have that budget available should you like what you see during our demo?”. Here’s how: If you’re qualifying a prospect to pitch later, and you know that price is the biggest objection you get, then qualify for it so you’re not ambushed when you get to the close. Ask: “Ballpark, what is your budget for this?”.

Objections 156

Objections Face-to-face Sales Qualified Lead Gatekeeper 156

Mr. Inside Sales

SEPTEMBER 27, 2019

for demo call backs), is alive and well—unfortunately. What you should do is this: Never ask if it’s a good time to deliver your demo or have a conversation with a prospect or client. For demos where you have an appointment, don’t ask if this is still a good time for them. And then get into your demo…. Good to hear.

Face-to-face 141

Face-to-face Call-back Inside Sales Gatekeeper 141

Sales Hacker

JANUARY 17, 2024

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them.

Ideal Customer Profile 88

Ideal Customer Profile Hiring Scale Strategy 88

Mr. Inside Sales

APRIL 22, 2019

As such, they are ‘flying blind’ and have no idea what the prospect is thinking throughout and at the end of their demo. You must engage your prospect at the beginning of the presentation, re-qualify as much as possible, and use tie-down’s and escalating trial closes throughout your demo so you know exactly when your prospect is ready to buy.

Closing 169

Closing Face-to-face Inside Sales Gatekeeper 169

Zoominfo

JUNE 22, 2022

To complicate matters even more, it also takes an average of three conversations to secure just one sales appointment or product demo. When you’re calling with the goal of closing a sale, you should know exactly who you’re talking to, which company they work for, and the exact value your product can provide for them.

Cold Calling 130

Cold Calling B2B Commission Exact 130

Mr. Inside Sales

MAY 20, 2019

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads. And now with A.I., How about: “We wouldn’t be interested right now?”.

Top of Funnel 144

Top of Funnel Face-to-face Sales Qualified Lead Inside Sales 144

Mr. Inside Sales

APRIL 2, 2020

You remember, the prospecting calls you need to make, the demos you need to book, and the prospects you’re supposed to be following up with. to set those demos/presentations. How many demos/presentations are you focused on getting in a day? How many demos/presentations are you focused on getting in a day? You should, too.

Face-to-face 159

Face-to-face Call-back Follow-up Gatekeeper 159