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. 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.

How To 52

How To Lead Rank Lead Scoring Sales Cycle 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

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. Act 2: The “Upside-Down” Demo.

ACT 109

ACT Examples Call-back Lead Rank 109

Sales and Marketing Management

AUGUST 28, 2020

According to Gerry Brown, customer experience (CX) research director at IDC, 80% of buyers will disengage from a vendor if they grow dissatisfied with the sales and marketing team, even if they like their product. Further, buyers want to see exact product tackling true-to-life pain points. Virtual Demos and PoCs.

Software 177

Software Software Skype Scale 177

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

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. Activity levels are skyrocketing–more emails, more dials, more meetings, more demos, more proposals! But buyers aren’t pulling their weight.

Buyer 100

Buyer Face-to-face Proposal Up-Sell 100

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. Pre-demo discovery that leads to a white-glove trial. Top sales teams execute and quantify discovery data before a demo.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Buyer Persona Top of Funnel 133

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

Zoominfo

SEPTEMBER 22, 2023

Here’s a breakdown of the key types of intent, and an in-depth exploration of what makes ZoomInfo the top-rated buyer intent provider on G2 , the largest peer-review business software platform in the world. Get a Demo Which Intent Data is Most Likely to Convert? 1 for buyer intent by G2.

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Intent Data Buyer Intent Intent Data 130

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” These sellers tended to ignore or not care what the buyer was doing. They just focused on their jobs, Qualify, Demo, Propose, Close.

Buyer 128

Buyer Face-to-face B2B Up-Sell 128

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

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

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. Request a Demo. Welcome to today’s Whiteboard Wednesday.

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Video Decision Maker Outbound eBook 154

SBI

JUNE 22, 2021

Garin : What we’re seeing among our customers is an increased focus on using self-directed digital resources and methods that enable the buyer to move more quickly through their tasks in the buying process. Essentially “buyer enablement”. Unqualified demos is a huge problem. Think about your own behavior.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Product Management University

NOVEMBER 2, 2017

We also examine product usability and its impact on revenue, plus sales demo tips. Why Salespeople Should Have More Business Conversations With Buyers. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. Sales – Demonstrating Solutions vs. Products.

Revenue 80

Revenue Buyer B2B Training 80

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. Then book the demo before the call ends (preferably for the same day). How do you engage customers and get them excited about your offer?

Buyer 130

Buyer Data Intent Signal Decision Maker 130

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. What is Demo Automation?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Sales Hacker

JUNE 22, 2022

Nick shares real-life tactics and examples of how top sales leaders use storytelling to improve team performance, drive revenue, and strengthen the buyer-seller connection. Master your story > improve your demos > win more deals. Build the seller/buyer connection through storytelling.

Revenue 80

Revenue Trends Buyer Examples 80

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. Create Scenarios.

B2B 52

B2B How To Lead Rank Follow-up 52

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

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

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! Using Product Demo Themes to Improve Your Sales Win Rate. Web Demos: Engaging An Audience You Can’t See.

Buyer 40

Buyer Transportation Face-to-face Retail 40

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

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?

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Vendor Buyer Sales Prospecting 76

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

Sales Hacker

NOVEMBER 21, 2022

Humanize your messaging— make your customer the hero in their own story, and use your demo to solve your hero’s problems. Use these real-life tactics and examples of how top sales leaders use storytelling to improve team performance, drive revenue, and strengthen the buyer-seller connection.

Buyer 77

Buyer Account Revenue Examples 77

The Center for Sales Strategy

JANUARY 7, 2022

- MOTIVATION -. Real listening is a willingness to let the other person change you.". AROUND THE WEB -. > > 22 Sales Quotes to Inspire You to Make 2022 Your Best Year Yet – LinkedIn. 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 109

Buyer Quota LinkedIn Motivation 109

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

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. It just makes everything look complicated.

Sales Cycle 59

Sales Cycle Retention Up-Sell Sales 59

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. Buyers in 2012 had come a long way from the buyers of the 1980s. SDRs on demo calls. Table of contents.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

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. Uncovering that BIG WHY is the lynchpin to delivering a killer demo that energizes buyers. ” Here’s the problem with a lot of demo discovery meetings.

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. In fact, 86 percent of business buyers engage in research independent of the sales cycle. is very good at homework. Who’s in Control?

Buyer 271

Buyer Face-to-face Social Media Small Business 271

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

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. Sure, you can ask to be part of the discussion with the new buyer. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom! Suddenly, the potential to make your quarterly number is going up in smoke!

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Zoominfo

AUGUST 7, 2018

In today’s blog post we explain why buyer personas are a critical—but often missing—element of your SEO strategy. What is a buyer persona? On a basic level, a buyer persona is essentially a fictional representation of the person who is most likely to buy from your company—your ideal customer. Let’s get into it!

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Buyer Persona Top of Funnel Buyer Strategy 196