Hubspot Sales

APRIL 30, 2019

Would you ever buy a product without understanding its purpose or its capabilities? But, there's a difference between looking at a page of specs and seeing the product in action. This is where a product demo can fill in the gaps. What is a product demo? The product demo is different from a technical demo.

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Face-to-face How To Software Software 74

PandaDoc

AUGUST 3, 2020

Product demos are essential. They allow you to show off your product to a prospective client in real-time. Fortunately, the internet has made it easy to do demos without having to meet with leads in person. In this article, I’ll teach you how to run a product demo webinar that turns prospects into conversions.

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Customer Centric Selling

OCTOBER 7, 2021

The demo is it’s most effective when used as proof , instead of just as a sales tool.” – Frank Visgatis. In today’s episode, Frank and Tim share how a salesperson can learn to identify the right time in the buying process to show a demo. Increase your B2B sales by customizing your demo to your prospect’s vision!

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Product Management University

NOVEMBER 2, 2017

The B2B Product Manager Magazine October 2017 is now available. 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. Product Management Playbook.

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Buyer Revenue B2B Training 80

Sales and Marketing Management

NOVEMBER 9, 2020

Author: Thiago Sa Friere With the shift to a remote workplace, sales reps and account executives are engaging with the C-suite. From prospecting to discovery and demo calls, executives like CEOs and CFOs have become not just a name on an invite, but an active participant with plenty of questions and unique problems to solve. .

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Buyer Strategy Buyer Persona ROI 334

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.,

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Buyer Transportation Face-to-face Retail 40

Selling Power

JANUARY 23, 2019

Based on our data, here are five common mistakes sales reps make when delivering product demos.

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Data Selling Skills Sales 56

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. Others, more a lack of knowledge or confidence, relying on the product to sell itself.

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Objections Sports Up-Sell Buyer 291

Sales Readiness Group

OCTOBER 2, 2018

On this Q&A episode: " Why most product demos miss the mark, and what can I do to improve my chances of success?".

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How To Selling Skills 48

Product Management University

FEBRUARY 25, 2017

When it comes to product demo techniques, there are two styles: telling and selling. The “telling” demo (stop me when you see a feature you like) won’t energize your buyers or set you apart from the competition. The “Telling” Demo. The “Telling” Demo. The “Selling” Demo.

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Product Management University

JULY 25, 2018

Product presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product. ” You can we-we-we yourself right out of a sale. .” Product or company attributes justify the decision.

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Guidelines Lead Rank Lead Scoring Buyer 45

Product Management University

JANUARY 30, 2018

The B2B Product Manager Magazine January 2018 is now available. We’re kicking off 2018 with a discussion on product success metrics and a viewpoint that there’s only one critical metric that’s important over the long term. And lastly, the definition of successful product management. Measuring Product Success.

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B2B Benefit Customer Positioning 45

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.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

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Lead Rank Quota Face-to-face Hiring 339

Product Management University

JANUARY 26, 2018

Product demo themes can improve your sales win rate. Here are three guidelines for creating and using demo themes to improve your sales win rate. ” In this case, your demo would be a compilation of user job tasks that illustrate many different ways revenue leaks can occur and go unnoticed.

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Decision Maker Guidelines Face-to-face ROI 40

Product Management University

MAY 24, 2017

The B2B Product Manager Magazine May 2017 is now available. In this issue we examine the impact of a customer value culture, why products underperform and three steps to connect corporate strategy to product, marketing and sales execution plans. In This Issue: Blog: High-Octane Product Management.

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Lead Rank Lead Scoring Objections Customer 40

Product Management University

MARCH 10, 2017

Sales revenue would come easier if your products had every capability that prospects thought they needed during the buying cycle. Your products will always be deficient in someone’s opinion. Here’s how to respond to product deficiencies while still selling value. Unfortunately, it will never be reality.

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Buying Cycle ACT Buyer Sales Cycle 40

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Example One: Dave had a tough few days on the sales trail. Great move by Dave!

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Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

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

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Buyer Education Software Software 52

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!

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Competition How To Positioning Exact 52

Predictable Revenue

MAY 30, 2019

The post The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell appeared first on Predictable Revenue. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders.

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Sales Coaching Coaching How To Revenue 48

Predictable Revenue

MAY 30, 2019

The post The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell appeared first on Predictable Revenue. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders.

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Sales Coaching Coaching How To Revenue 48

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.

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B2B How To Lead Rank Follow-up 52

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

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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.

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Account Based Marketing B2B Oracle Sales Cycle 139

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. Personality, credibility and product knowledge come into play, but think beyond that. I was a pre-sales solution consultant in my first software job.

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Real Estate Engineering Industry Exact 59

Sales Hacker

MARCH 22, 2023

Ready to give demos that leave your customers speechless? Join Mor Assouline and Erin Lenoard as they share their “secret sauce” to close more deals from the moment they reach your pipeline.

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Close

MAY 28, 2015

Want to give awesome product demos? Learn from these seven demo masterpieces and see how you can bring their ideas and techniques into your own repertoire. Want to present your software in a way that makes your audience want to buy it?

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Software Software Sales 52

Close

MAY 25, 2015

We've covered how to qualify prospects in general in the past, but qualifying for a demo is unique in some ways and crucial for improving your demo-win rates.

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Prospecting How To Sales 52

Product Management University

NOVEMBER 2, 2017

The B2B Product Manager Magazine October 2017 is now available. 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. Product Management Playbook.

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Revenue Buyer B2B Conversion 40

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.

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ACT Examples Call-back Lead Rank 109

Product Management University

JANUARY 10, 2024

I learned a lot about product positioning long before I ever stepped into a product marketing role. For the first four years of my software career, I was a pre-sales solution consultant, a.k.a. I think of demos as verbal product positioning. My demos for other vertical industries weren’t nearly as engaging.

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Positioning Demand Generation Targets Demand Generation Banking 59

Hubspot Sales

APRIL 27, 2023

Because most SaaS products are subscription-based and allow for recurring revenue, this business model is becoming the go-to for many businesses — new and old. In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role.

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