Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

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. He turned to Demo Automation. What is Demo Automation?

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Whiteboard Wednesday: 5 Steps to a Killer Sales Demo

DiscoverOrg Sales

How many times have you run an awesome demo that didn’t close? Today, I’m going to show you how to run demos that convert into closed deals. We’ll talk about the five stages of a good demo, and what to do and not to do, at each stage. tive Sales Demo.

[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

In episode 3 of INSIDE LOOK, key players from the sales and marketing teams – share their strategy and key takeaways following a series of multi-channel, cross-functional plays for our HR dataset. Measure 2: Demos / Meetings set. The post [VIDEO] 40% more Demos & 2.5x

Here’s What Every Business Should Know about Multi-Channel Sales Management

Cincom Smart Selling

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. If you currently manage a multi-channel operation, you know how naïve this statement sounds.

From Demo to Conversation

Sales Overdrive

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment.

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

By aligning Sales, Services, Channels, Legal, Finance, Marketing and Products across the company, enterprises have an unique ability to deliver a differentiated customer experience, increase operational efficiency and deliver the expected profitable growth.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do? Channel Rocket is a SaaS sales enablement platform that helps manufacturers grow sales through their direct and indirect sales channels.

30 of the Best SaaS Partner Programs (and Why They Are So Good)


As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Allbound Best Practices Blog Article Channel Partners PRM Solutions

From Demo to Conversation Part One – Targeting and Lead Development

Sales Overdrive

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment. Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels.

From Demo to Conversation Part Two: Preparing and Engaging in the “Conversation”

Sales Overdrive

These days there are many channels one can use to reach these markets and begin what we like to call the “Conversation” – that meaningful, collaborative business conversation that ultimately has the best chance of developing into a business relationship. In our last post we discussed the importance of careful targeting and lead development. Today we will discuss how to initiate and develop effective dialogues with our target markets and the high-priority prospects within them.

Are You Someone’s “Booty Call?”

A Sales Guy

Yet, in sales, particularly with channels, too many people and companies are nothing but booty calls. A booty call in sales is when a channel partner or a customer calls you up asking you for help or to do something for them, but never seem to be available for you. The channel has a big deal on the table and their prospect is interested in your product or service and the channel asks you to come in and help close the deal. booty call: .

Stop Avoiding layered Incentives (and Learn to Love Them)

Sales and Marketing Management

Teaser: Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their products. Issue Date: 2014-11-21.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

From assessing which channels perform the best, to evaluating existing tracking capabilities or implementing new attribution solutions, establishing key milestones ensures you are continuously providing value for your business. First days can be stressful.

Why You Should Be Scoring Sales Reps

Sales Hacker

Demos set. Demos completed. You need to think about your ASP that comes from the SDR channel, and divide that $50k by your ASP to get the number of deals that translates into. Most SaaS businesses have their SDRs trying to set demos. 75% of qual calls turn into demos.

Storytelling Success: Why Some Reps Are Dynamite and Some Aren’t

Sales Hacker

We cover the following: 1) Your demo/sales pitch is only half as important as your story. . A lot of sales reps think that the most important part of the meeting is the demo /sales pitch. They demo every feature/function within their application without slowing down to take a breath!

Introducing Beat™ by Gong.io: Unparalleled Visibility into Sales Emails


And it brings your customer conversations from every channel together in one timeline for each account or opportunity. Click this banner to schedule your demo today: If you’re a Gong.io Visibility into phone calls and web meetings is powerful, but it doesn’t give you the whole picture.

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. Channel Strategy & Sales Goals. Field Marketing Strategies & Demo Decks. Gather feedback from field and channel partners.

Introducing #ThursdayDemoDay

Smart Selling Tools

But now, we have a way for you to see actual demos – one demo a week – in just 30 minutes. From now on, Thursday is Demo Day! Every Thursday, we’ll host a different sales acceleration solution provider who will give a 30 min demo. 30 min online demo. CHANNEL ROCKET.

How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

Behavioral data : popular pages on your site, top-performing assets, and favorite channels. Spend some time evaluating the effectiveness of each of your existing channels and specific campaigns from this past year, in terms of driving engagement with your target audience.

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{Video} It takes a compelling presentation to win business today

Performance Sales and Training

If your prospect had a remote, would he be tempted to change the channel on your presentation or demo? Don’t wait to find out until your prospect changes the channel from you…to your competition. Why your presentation must be compelling.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

Kill lead generation channels that don’t convert. 4: Kill lead channels with low conversion. That’s right: Marketers should drop the channels that deliver leads that don’t convert , whether that’s paid content syndication, a social media channel, display advertising, or anything else.

Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)

DiscoverOrg Sales

One of the first things we did was identify a few key indicators to understand what’s probably not going to turn into a demo, what’s not going to be a good fit – those leads that your team should not spend a lot of time on. Focus on getting same-day demos.

Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

Smart Selling Tools

Sales teams can issue meeting invitations from directly within the Salesforce UI, or share one-click scheduling links through email, web or social media channels. In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way.

Content marketing for sales: 6 ideas to address the bottom of the funnel

Base CRM

Include CTAs within specialized blog posts with a demo link or trial. You can either repurpose old educational webinars or schedule product demo webinars. You can also create personal videos, for example, for prospects wanting a demo.

The Next 'Can't Miss' Game Changer for Salespeople

Anthony Cole Training

Would you like to have your own YouTube channel? There are 4 billion YouTube views per day - that''s a lot of people watching videos, but how can you possibly get their attention when there are millions of YouTube channels for them to watch? Free Demo!

Ways to Connect with LevelEleven at #DF18


Whether you’re seeking surface-level knowledge or simply a quick demo, we’re excited to meet you! If you are looking for more in-depth information about LevelEleven or a personalized demo, request a meeting with us! Dreamforce is less than two weeks away and we couldn’t be more excited!

How to Avoid the 7 Biggest PRM Fails


If your assets aren’t up to date, your channel partners can’t do their jobs. If you don’t have communication channels set up, your partners won’t be able to connect and your channel partner relationships won’t be able to grow and succeed. How to Avoid the 7 Biggest PRM Fails.

Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)

DiscoverOrg Sales

One of the first things we did was identify a few key indicators to understand what’s probably not going to turn into a demo, what’s not going to be a good fit – those leads that your team should not spend a lot of time on. Focus on getting same-day demos.

Is It Time for B2B Sales Teams to Ignore Speed-to-Lead?

Chili Piper

Speed-to-lead is typically measured as the length of time between a demo request form submission and the first contact attempt from a sales rep. The first challenge is the numerous communication channels your buyers can use to request a demo or contact sales.

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8 Steps to Setting Smarter Sales Goals

Hubspot Sales

If 50% of their demos convert to deals, that means they must demo to eight prospects each month. If 30% of their calls lead to demos, they need to call roughly 27 people. Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals.

Cold Calling – Insights from Chris Orlob at Gong

John Barrows

Phone as a channel isn’t going anywhere. Phone has become a novel channel. The second thing I would say is, part of the effectiveness of a communication channel is its novelty, not necessarily its newness, but how infrequently are people bombarded on that channel.

3 Ways to Tell If You Are Ready to Launch A PRM


When your brand is strong and consistent across all channels, it gives your brand credibility and makes it easier to recruit and grow your channel program. Want to see how Allbound can impact your channel program success? Request a demo with one of our #Allstars today!

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

Our rep was able to schedule a demo that resulted in an ongoing opportunity, and we’re working to replace Diego’s current data provider. Rich was the Senior VP of Business Development for channel partners – not the new business team.

How to Supercharge Your Sales Presentations

Understanding the Sales Force

By the late 60’s, we also were able to receive the relatively weak signals of two UHF channels. Yesterday, I saw people watching Nickelodeon, Cartoon Network, The Food Channel, The Discovery Channel, USA Network, A&E, CNN, ESPN, a movie, and HGTV, all representing unique interests, experiences, backgrounds, moods, ages, genders and schedules. One thing, which you surely have noticed about presentations and demos, is that the prospects are given essentially the same ones.

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12 Smart Strategies to Speed Up Your Sales Cycle

Hubspot Sales

Focus on your highest-performing channels. Some channels just aren’t modern-day winners for featuring services or products. And focusing on poorly-performing channels will almost definitely slow down your roll. It’s important to check your channels regularly.

12 inside sales skills you need to master to be a top-performing rep


Implementing solutions: Once you’ve chosen the right solution to test out, your mission isn’t complete until you’ve built feedback channels to ensure monitoring and testing of the future outcomes against your expectations going into the experiment. Begin your demo with a bang.

Sales Talent Is A Problem, Is It Worth Solving?

Partners in Excellence

SDR to BDR to Demo’er to AE to Closer to Customer Care—-rinse, wash, recycle. But dive into the research more deeply, what it really tells you is that buyers are agnostic on channels. I just read a provocative post.

The Art of Re-engaging Your Prospects After the Holidays


Try connecting with them utilizing different channels. Using other channels such as LinkedIn is a good way to get a prospect’s attention. Request a personalized demo today! The end of the year is a particularly challenging time for salespeople for many reasons.

Building an Effective Lead Management Process for High-Growth Sales


Of course, keeping a balance was key to this approach, as to not overload either channel to the point of being ineffective. This helps to guide campaigns in terms of both channels and content, and where to allocate future marketing budget. Optimization of Channels and Campaigns.

How B2B Buyers Search for Tech Solutions


This share spans across a variety of channels. It can be hard to sway them otherwise – unless you can overcome the three main hurdles in B2B marketing and sales: ineffective digital integration, unfocused content and an unoptimized mix of online channels. The Multiple-Channel B2B Buyer.

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