Gong.io

FEBRUARY 26, 2019

Amazingly, this deal closed without her seeing a product demo. Before you learn how to present a killer business case, here’s a warning (Ignore it at your own peril): Presenting ROI at any point in your sales process correlates with a 27% drop in close rates. You read that right: ROI presentations correlate with deals going south.

ROI 99

ROI Decision Maker Licensing Analysis 99

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

BrainShark

JULY 1, 2022

When it comes to measuring sales training ROI, most advice is either self-explanatory or ambiguous, such as “decide what success looks like” or “set expectations for your training.” Then, we’ll discuss the specific metrics you can track, as well as several best practices for calculating sales training ROI.

ROI 62

ROI Examples Training Lead Rank 62

Appbuddy

JUNE 14, 2021

Email consistently ranks as the most effective channel for marketing return on investment (ROI), underpinned by relevance and high levels of consumer trust. ROI literacy is essential – we often talk about “selling to power” where the primary issues are driving growth, competitive differentiation, and increased shareholder value.

ROI 52

ROI Everest Channels Webinar Metrics 52

SBI

SEPTEMBER 11, 2018

Get scoring and feedback from peers and managers on pitches, presentations, and demos. NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION? David: Companies can determine the ROI of our solution by calculating reduction in time to first deal and time to ramp. Share best practices across teams.

Hiring 122

Hiring SalesForce ROI Quota 122

Gong.io

JANUARY 12, 2022

This article will dive into everything sales script-related, breaking down examples into 3 stages of the sales cycle — cold call , discovery , and demo. Think: Just about every inbound lead — especially demo requests, general sales inquiries, chatbot clicks on “connect me with a sales rep right now,” etc. . you are in.

Examples 62

Examples Cold Calling Top of Funnel ROI 62

Highspot

DECEMBER 8, 2020

Enable these buyers by offering them time and information: arm them with datasheets, proof-of-concepts, in-depth demos, and ROI calculators. Though they may agree to meetings and demos, they may have a hard time championing your product internally and can risk stalling deals. The amiable buyer.

Buyer 98

Buyer Examples Top of Funnel ROI 98

PandaDoc

OCTOBER 3, 2023

Developing an AI strategy should involve identifying pain points, setting goals, assessing infrastructure, calculating ROI, researching solutions, piloting tools, training staff, and tracking performance. Below is a breakdown of how they calculated the ROI. With 50 sales reps, the total daily cost was $4,500.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Appbuddy

SEPTEMBER 1, 2022

It’s calculated like this: ( (number of opened emails / number of delivered emails) x 100). Because of the problems with calculating the open rate listed above, this metric isn’t foolproof. The formula to calculate read rate is: ( (number of emails read / number of emails opened) x 100). Open rates . Read rate .

Webinar Metrics 52

Webinar Metrics Email Marketing Marketing Campaigns 52

Sales Hacker

FEBRUARY 3, 2021

Advertisers are struggling to intrigue users with a five-second pre-roll on YouTube, while you need not five, not 10, but 45–60 minutes of a customer’s personal time for your product demo. When I was starting out and needed an audience to practice my sales pitch, I ran a demo to my mom. Don’t do the demo on the first call.

How To 109

How To Call-back Advertising Advertising 109

Gong.io

DECEMBER 19, 2019

Sales Tip #1: Don’t Use ROI to Persuade. Presenting ROI to your customers awakens the wrong part of their brains. When you calculate ROI, you stimulate the logical brain. As you see above, presenting ROI at any point in your sales process correlates with a 27% drop in close rates. Use Before/After Stories.

Data 122

Data Insurance Insurance Cold Calling 122

Mindtickle

JANUARY 25, 2024

ROI business cases Tools like ROI calculators can help prospects understand what they can expect from investing in your products or services. Product demos Demos enable buyers to see your solution in action. Request a Demo The post Why is Sales Collateral and How Does it Help Reps Close More Deals?

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

Hubspot Sales

JANUARY 11, 2018

I think the next step is arranging a demo between you and an events specialist -- what do you think?”. We’ve calculated your team is losing X amount per [week, quarter, year] on this problem. We’ve calculated your team could potentially gain X amount per [week, quarter, year] by making this [change, investment].

Sales Qualified Lead 131

Sales Qualified Lead Prospecting Decision Maker How To 131

Sales Hacker

MARCH 30, 2022

Oh, and stop saying ROI. Part of the reason is that it’s your (the vendor’s) ROI calculation – inherently biased in your favor. Meaning “Demo” is not a stage in the sales process. Nobody believes you. As a colleague once told me,” they never believe the R, they only see the I”.

Sales Methodology 93

Sales Methodology Sales Qualified Lead Negotiation ROI 93

Mindtickle

MAY 25, 2023

Sales efficiency helps you visualize three things: Revenue Costs The relationship between these two To calculate your own ratio, you’ll use the sales efficiency formula. When you improve sales efficiency, you maximize your return on investment (ROI) by putting those resources in the right place depending on your needs and challenges.

Forecasting 52

Forecasting ROI Collateral Salary 52

Crunchbase

JULY 1, 2020

Don’t make customers jump through hoops to get to your product, and make it easy for them to see demos and provide a credit card to begin. Understand that lifestyle improvements can be part of the ROI calculation and things like risk, money, reward, emotional reward and life betterment factor into the equation.

Scale 102

Scale Small Business Small Business Enterprise 102

CommercialTribe

DECEMBER 22, 2020

Welcome to the final chapter in our series on data-driven sales coaching, aimed at arming sales leaders with the advice they need to effectively direct coaching efforts and realize a strong ROI. Newer users of CT Connect often begin with a higher average score (calculated by taking the average of all their assessments).

Coaching 94

Coaching Lead Rank Lead Scoring ROI 94

Mereo

JANUARY 18, 2023

Find relevant use cases with similar industry, situation and needs to show rather than tell your buyer the ROI they can expect from choosing your solution. Read more about how Mereo infuses Seek to Serve value selling into our calculators to benefit buyers and sellers alike. Then let your customers do the talking.

Buyer 41

Buyer B2B Lead Rank Lead Scoring 41

Score More Sales

JUNE 17, 2013

Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? ROI Calculators. Do you have a prospective customer relationship that went dark on you? It is frustrating when this happens because it could indicate one of a number of things. customer success stories. implementation guides.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Hubspot Sales

AUGUST 6, 2019

Have strong reps provide demo training. Incorporate good and bad examples into demo training and have everyone participate in role play. Conduct reviews of new hire demos, connect calls, and close conversations. Train new hires on how to use your technology resources, and have them showcase their skills during a demo with you.

Hiring 119

Hiring Training Hubspot Inbound 119

Hubspot Sales

APRIL 1, 2019

There’s one other tactic underlying it all: The best product demos start with topics the buyers highlighted on the discovery call. Your product demo should mirror those important topics back to the buyer. This is something the team at Gong saw repeatedly in our analysis of winning product demos. Ditch ROI calculators.

Closing 143

Closing ROI Call-back Buyer 143

Highspot

JUNE 26, 2023

Metrics your Enablement and Sales Team Should Track Every business has unique metric needs, but some standard sales enablement metrics can help gauge your return on investment (ROI) in sales enablement programs and tools. This metric indicates interest in your product and the quality of the demo.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Lead Rank 52

Sales Hacker

JUNE 26, 2020

At this stage, we ran free trials and had Sales run live demos showcasing the product to individual clients. With a CRM at the heart of our sales process , our funnel was visualized, and we could produce reports about pipeline health and calculate ROI based on lead source and expenditure. Attend Demo Calls.

Top of Funnel 120

Top of Funnel Buyer Persona Marketing Ideal Customer Profile 120

Customer Centric Selling

JANUARY 14, 2013

One of the most common we see is the ROI Calculator. At first glance, the ROI document seems like a great idea. At the bottom, in a bordered box, it spits out an ROI figure. Anybody who has placed an ROI calculator in front of a customer knows differently. Why kill the ROI Calculator?

ROI 59

ROI Training Software Software 59

Mereo

JUNE 29, 2023

The DemandGen Report showed: Demos (62%) User reviews (55%) ROI calculators (48%) Case studies (48%) Creating customizable content for each stage of the buyer journey not only increases your engagement rates, but also enables your sales team to share this content with any buyer at any stage of their journey.

Top of Funnel 36

Top of Funnel Revenue Case Study Marketing 36

Sales Hacker

JULY 21, 2021

Let’s do some back-of-the-napkin ROI calculations”. When your customer asks “What’s the ROI on your software?” It’s easy for a sales rep to say that their customers get a huge ROI by it’s another thing to prove it. they really mean “prove to me you’re worth my money.”

Hiring 125

Hiring Sales Qualified Lead Call-back How To 125

BrainShark

MAY 2, 2022

This decision has implications for the entire sales training process — from adding new training materials to evaluating the training programs’ ROI. Tracking training progress and evaluating your program’s ROI. If you’re ready to build an effective virtual sales training program, schedule a Brainshark demo with our team.

Training 71

Training How To ROI Course 71

Crunchbase

JUNE 7, 2022

For those in sales, whether you’re screen recording a product demo or pitching to a potential prospect, Loom makes it simple to stay in the loop with asynchronous video. Ask the Sales ROI Calculator! Chrome extensions for research/analytics. Learn More.

Google 104

Google Ideal Customer Profile Top of Funnel Analytics 104

Smooth Sale

JULY 25, 2023

Their research indicated that companies investing in AI have already seen a 10 to 20 percent sales ROI increase. AI Unlock is offering a free demo of its platform to sales professionals. Companies are tightening their budgets and needing help meeting sales forecasts in 2023. This is why we founded AI Unlock.”

Study 78

Study Scale How To Hiring 78

Gong.io

OCTOBER 18, 2021

As you share the story, be sure to talk numbers (ROI), but don’t let it be your primary focus. For example: Notice how we present numbers (and arguably, ROI) on the actual slide. Here is another example of a “backdrop” slide we use at Gong: This story is not really about ROI … though it does have concrete numbers and data. .

Examples 71

Examples ROI Buyer Call-back 71

Gong.io

NOVEMBER 2, 2022

Your AI system analyzes the content of the email and can tell you whether you should: Respond with a calendar invite to set up a sales demo. For instance, it can help you understand when to suggest a sales demo or if you should hold off. Calculating your ROI on marketing activities.

Lead Rank 62

Lead Rank Lead Scoring Churn Forecasting 62

The Spiff Blog

JULY 21, 2022

Many teams go into demo calls with a checklist of questions. Product value: Ask each vendor about ROI, how their solution differs from what you’re using now, how they solve specific pain points, how long is a typical onboarding, and more generally, about why you need their tool. Standardize Your Vendor Assessment Process. About Spiff.

Software 76

Software Software B2B Vendor 76

LeadFuze

DECEMBER 1, 2021

The key to a good demo is tying everything back to the decision criteria of your prospect and setting traps for their competitor. Even if you have a weak product, it’s possible with great demos. A demo script that points out the competitive differentiators of a product against its competitors. Demonstration.

Competition 52

Competition Examples Hiring Banking 52

The ROI Guy

JUNE 27, 2018

Price has been replaced with value and ROI. 3) Prescriptive – A canned sales pitch or demo is less than effective. In order to do this, interactive content is required including creating and delivering: dynamic white papers, diagnostic assessments, discovery/ benchmarking tools, ROI / TCO calculators.

Marketing 58

Marketing ROI Ideal Customer Profile Proposal 58

InsightSquared

APRIL 14, 2021

This key analytic is one of the easier data points to calculate, yet one of the most difficult numbers to improve if your forecasting data isn’t reliable. To calculate average annual contract value , take the dollar amount indicated in the contract (excluding any one-time fees) and divide it by the length of the contract (in years).

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

SBI

DECEMBER 2, 2019

To truly transform your sales approach from an ineffective product pitch to a value-based sales interaction, you need to implement next-generation tools like ROI and TCO calculators. Everyone else will make excuses for why you can’t pilot, demo, or trial their software. And finally, interactive sales tools.

Tools 99

Tools Sales Enablement Scale Analysis 99

Highspot

SEPTEMBER 17, 2019

SmartPage Web Apps easily integrate interactive web applications into SmartPages, powering key go-to-market use cases, from ROI calculators to meeting schedulers. ?. More information about the Marketplace is available here, and demos of Data Slices are available here.?. ” “Content means little without guidance.

Industry 56

Industry Strategy Scale Face-to-face 56