The Pipeline

OCTOBER 1, 2019

These words are not bad or evil, but they have two traps that hard to escape from once you get tangled up. You have JUST communicated that they have the upper hand, and while you may get the deal, it will be on their terms, not yours. Don’t get me wrong, having hope in the mix is good, but it does not replace reality or execution.

Objections 291

Objections Sports Up-Sell Buyer 291

Sales Hacker

APRIL 16, 2024

James Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. 13:35 – The future of B2B software demos and TestBox’s innovative approach. 21:05 – Balancing product-led growth with customer-centricity.

Scale 76

Scale Revenue Intent Signal Pivotal 76

Mr. Inside Sales

OCTOBER 2, 2020

How many of you hold your breath at the end of your demo? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…. Each of your demos (presentations) should begin with a series of brief qualifying questions. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 189

Closing Face-to-face Sales Qualified Lead Gatekeeper 189

Zoominfo

DECEMBER 15, 2020

And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. Because in 2020 we should all know that data-driven strategies get you ahead of your competitors. Integrating holiday energy with your B2B efforts typically increases chances of revenue success.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

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. ON DEMAND SALES TRAINING THAT GETS RESULTS! And now with A.I., See it here.

Top of Funnel 156

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

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. 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….

Sales Qualified Lead 212

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

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Give better demos and presentations. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today. Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

DiscoverOrg Sales

JUNE 13, 2018

Schedule same-day or next-day demos (much higher chance of them showing up). 35% conversion rate of lead to good fit completed demo. to schedule a demo , sample our data , get a quote ) and are expecting to hear from us. to schedule a demo , sample our data , get a quote ) and are expecting to hear from us.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. The telling demos are more like an introductory training class on the product versus a sales presentation.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Zoominfo

SEPTEMBER 1, 2021

On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. You put a lot of effort towards getting your buyers to even visit your site in the first place, so once you have them there, there’s no time to waste. Embed scheduling into your contact and demo forms.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Nutshell

APRIL 22, 2024

You’ll get Email Booster’s full capabilities and Nutshell Scheduler , our online appointment scheduling tool. Or join a live demo to see Nutshell at work! START YOUR FREE TRIAL SEE A LIVE DEMO The post Announcing Email Booster appeared first on Nutshell. Want to send a cold outreach email or check in on a proposal?

Proposal 71

Proposal Revenue CRM Software 71

Sales Hacker

APRIL 9, 2024

Create focus for your team with Pocus – see it in action by requesting a demo Pocus dot com slash demo. As CEO, he has successfully raised funding from top investors like Haystack and Jack Altman in a challenging market. He brings hard-won insights on leveraging investors, landing crucial first hires, and scaling with in-person sales.

Hiring 94

Hiring Intent Signal Scale Outbound 94

Partners in Excellence

NOVEMBER 29, 2023

The only response he had was to get me to a demo. When I asked, “Why do I need to go to a demo, why can’t we talk about the issues you just raised,” he couldn’t do anything. This gap became bigger with Challenger, as we equipped our people to provide “Insights.”

Analysis 113

Analysis Conversion Training Examples 113

Product Management University

FEBRUARY 21, 2024

Competitive demos are stressful, especially when you’re operating on very little knowledge or hearsay information about your competitor’s weaknesses. That gives you the perfect opening to attack their strengths when you’re doing highly competitive demos, especially when their weaknesses aren’t show-stoppers. There’s no answer for that!

Competition 52

Competition How To Positioning Exact 52

Zoominfo

JUNE 10, 2018

Schedule a product demo. Here are a few ways to give a top-notch product demo: Personalize it. 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. Ask questions. Offer a free trial.

Objections 239

Objections Case Study Face-to-face Study 239

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. Get Comfortable With Virtual Events. Get Your Lead Magnets Out There. After a year like no other, here we are in 2021 still standing.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

OCTOBER 13, 2021

Customer delight is the ultimate goal for any business. And nothing surprises or delights quite like a gift. A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Sales Hacker

MARCH 26, 2024

Create focus for your team with Pocus – see it in action by requesting a demo Pocus dot com slash demo. valuation. Discussed in this Episode: Owned media is a crucial component of go-to-market strategies, allowing companies to build direct relationships with their audience. 05:46) The power of owned media in B2B marketing. (17:51)

Media 87

Media Intent Signal Marketing Distribution 87

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 Targets Demand Generation Banking 59

Zoominfo

JULY 23, 2020

Not all leads are created equal. In fact, they fall more on a spectrum. There are good ones, not-so-good ones, and just plain bad ones. That being said, there are also amazing leads that are essentially ready to buy. Aka, the dream leads. More often than not, though, you will be dealing with warm leads. What is a Warm Lead? What is a Hot Lead?

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Leads 246

Zoominfo

NOVEMBER 29, 2021

Get a Demo Performance Metrics by Channel Choosing B2B marketing KPIs for your team starts with analyzing your active campaigns. Demos : Number of MQLs that sign up for a scheduled demo. MQL to demo rate : Percentage of MQLs that turn into scheduled demos.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

OCTOBER 28, 2021

You can run into dozens of decision-makers and influencers on a buying committee, grapple with increased demo demands, and face requests from various departments. Along the way, our sales rep dealt with obstacles such as dozens of demos, a complicated request for proposal from the buyer, and one call with 67 people on it.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

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

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.

ACT 109

ACT Examples Call-back Lead Rank 109

SalesFuel

APRIL 19, 2024

How is your client supposed to get personalized ads to current and potential customers with cookies decreasing everywhere? AI can also help increase traffic to your client’s content to increase the number of consumers to get data on. Is your client ready for the age of first-party data? What does this mean for your client?

Objections 52

Objections Data Ideal Customer Profile Marketing 52

Nutshell

APRIL 18, 2024

That’s where a single customer view, or SCV, comes in. An SCV consolidates your scattered customer data into one location so you can better understand your customers and use your data in meaningful ways. Want to learn more? In this guide, we’ll explore what SCV is, its benefits, and how to implement it.

Ideal Customer Profile 77

Ideal Customer Profile Customer Guidelines Government 77

Nutshell

DECEMBER 11, 2023

That’s why we’re excited to introduce AppConnect , our new add-on to help your business connect your CRM data with the apps you already use and get more out of Nutshell. Start your 14-day free trial of Nutshell today or explore AppConnect plans to see how you can get connected! Or join a live demo to see Nutshell at work!

CRM 62

CRM Engineering Data Software 62

Nutshell

FEBRUARY 20, 2024

Want to get more of your marketing team on your CRM and email marketing platform so they can send email campaigns, but don’t want to pay for an entire seat? Get started with a free 14-day trial of Nutshell today! Get started with a free 14-day trial of Nutshell today! Or join a live demo to see Nutshell at work!

Marketing 71

Marketing CRM Campaigns Email Marketing 71

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. Here’s why.

Buyer 52

Buyer Education Software Software 52

Sales Hacker

OCTOBER 24, 2022

“If people want to demo… give them a demo. Interestingly, both views can be summarized into two schools of thought: Your demo is only as good as your discovery. Get your product demo into the buyer’s hands faster. Limit the number of discovery calls and give the demo when the client wants it.

B2B 78

B2B Buyer Scale Sales Qualified Lead 78

Nutshell

MARCH 19, 2024

Register for a live Nutshell demo to see what a world-class CRM can do for your sales team. Improving productivity is about getting the most out of your team while efficiently using time, resources, and budget. Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

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. During the demo, there is no reason to refer to each product separately unless asked. During the demo, there is no reason to refer to each product separately unless asked. It just makes everything look complicated.

How To 52

How To Lead Rank Lead Scoring Sales Cycle 52

SBI

JUNE 22, 2021

Q: What metrics should customers of Demo Automation solutions use to measure the impact or progress of their activities? Garin : Two key metrics our customers are finding success within their demo automation strategies are Stakeholders Discovered and Demo Qualified Leads (DQLs). Unqualified demos is a huge problem.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Partners in Excellence

JANUARY 29, 2024

” Quickly, he responded, “I’d like to schedule a meeting where we can demo our solutions… ” I stopped him, “No you raise a fascinating issue and seem to think we can do better. ” The call wasn’t going the way it had been scripted, I could tell how frustrated he was getting.

Conversion 81

Conversion Microsoft Face-to-face Google 81

Mindtickle

FEBRUARY 12, 2024

Once I really actually have identified that and see that that is a risk, then I’ll be able to coach them a little bit better because I will know the targeted skill that is going to be necessary to get them through and close this deal. I’m here today to help reduce some of that chaos as you enter the new year.

Analytics 52

Analytics CRM Coaching Remedy 52

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 That means you have to get out of the way pretty quickly and let the product take centre stage. That means you have to get out of the way pretty quickly and let the product take centre stage.

Data 83

Data Infusion Call-back Exact 83

Sales Hacker

AUGUST 23, 2021

He noticed that we assign organically scheduled demos to an admin user in the system, called “SFDC1 ADMIN1”. We explained that it’s not actually a person, it’s just the account we assign organically scheduled demos to. “So It’s about eliminating number one so that we get more number two and less number three. Open the browser.

Real Estate 97

Real Estate SalesForce Top of Funnel Call-back 97