Understanding the Sales Force

FEBRUARY 11, 2013

They aren't aware that continuing to present, demo, propose and quote are unhealthy approaches for the pipeline. Demos and presentations are the sales equivalent of sugar (we like them and they make us feel good.) Let's switch gears and discuss what you came here to read. Most salespeople haven't seen the light either.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

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!

Energy 52

Energy Course B2B Resources 52

Product Management University

JUNE 9, 2021

Greenville, SC – June 9, 2021 — Proficientz announced today the availability of a free product management course for managing product enhancements. Kate Pichelman, head of product at Gensler, an integrated architecture, design, planning, and consulting firm, used the free course as a team building exercise. About Proficientz.

Course 52

Course Exercises B2B Proposal 52

Salesmate

NOVEMBER 24, 2020

Demos are by far the most effective method of showing off a product’s capabilities. Unfortunately, the COVID-19 pandemic has made in-person product demo meetings more challenging. However, video conferencing allows you to perform virtual product demos without ever leaving the comfort of your home office. Know your prospect.

Face-to-face 52

Face-to-face Ideal Customer Profile Meeting Software 52

Product Management University

JULY 26, 2021

That REQUEST A DEMO button on your website is offering demos to anyone who wants to see your products. You’re on the hook to give them a demo, and if they want to play hardball, they’re not the least bit obligated to tell you why they’re interested. You’re getting a high volume of demo requests.

Top of Funnel 52

Top of Funnel Sales Qualified Lead Proposal Decision Maker 52

Chorus.ai

MAY 4, 2020

You might think I’m crazy, but I want to strike the word “demo” from the sales lexicon. Because good sales teams don’t “do demos” for customers. Unfortunately, it’s all too easy for sales professionals to slip into safe mode and reach for the demo. They have great conversations with them. That’s the path to sales success.

Conversion 62

Conversion Customer Film Lead Rank 62

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

SalesLatitude

APRIL 12, 2018

If you typically use demonstrations to qualify a prospect, then try using demos as a proof statement instead. The post How Taking a Different Road Can Put You on the Right Course appeared first on SalesLatitude. Taking a Different Road through Your Sales Cycle. What if you started doing things a bit differently than you always do?

Course 95

Course Sales Cycle Sales Qualified Lead Travel 95

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. It’s more or less a rewind and replay for each demo.

Sales Cycle 40

Sales Cycle Competition Buyer Course 40

Mr. Inside Sales

MARCH 8, 2020

Introducing our brand new, 7-Session inside sales training course that is available to you and your team TODAY. You and your reps need training, and you want it now! And we heard you! Your reps can now watch and learn when it’s convenient for them! See It Here.

Training 180

Training Licensing Scale Gatekeeper 180

Zoominfo

DECEMBER 15, 2020

Crush Your Software Sales Demo and Convert More. Demos are a great way to bring in more prospects because they get to have a real-time experience with what you’re offering. Demos give you a chance to show off your brand, product, and culture all at once — it’s your chance to really shine! Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Lessonly

JULY 14, 2021

Or maybe you’re thinking to yourself, “ With what time am I supposed to create the best online training courses ? One thing to note about Lessonly as a training tool is that it’s not just a collection of free online courses. The best online courses to take are the ones that are genuinely helpful and easily accessible for folks.

Course 26

Course Training Scale How To 26

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Top producers aren’t afraid of making calls, and they aren’t thrown off course when they get an objection. Your script.

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

Zoominfo

MARCH 8, 2021

This is, of course, assuming you’re given a lead with website information. Like many B2B SaaS businesses, this company has a product demo as part of its marketing and sales funnel. This SaaS company finds a 50% drop in response rate from 2 hours after someone requested a demo. A hot new lead hits your inbox.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

SalesLoft

JULY 17, 2015

Of course, when determining the ratio of customization and automation in your templates, there’s no perfect email. But in Salesloft SDR Manager, Lydia Henderson ’s case, we think this one comes pretty damn close: With this customized email template , Lydia was able to set over 29 demos in 17 business days. The Only Email You Need.

Scale 52

Scale Course Prospecting Closing 52

Sales Hacker

FEBRUARY 9, 2024

It would be nearly impossible to not have a constant dose of optimism in order to stay the course (some may go as far to say delusion). Levelling Up: Cohort Course: Growth Marketing Strategy for B2B SaaS by Holly Chen. View the launch live demo on demand. Optimism is surely a necessity. Book: Product-Led SEO by Eli Schwartz.

Top of Funnel 67

Top of Funnel Real Estate Ideal Customer Profile B2B 67

Zoominfo

JUNE 19, 2018

Of course, your B2B live video strategy will only be as successful as the content you choose to feature during live streams. Offer product demos or how-to videos. Host a live demo to give your audience an in-depth look at how customers and prospects can use your product best. And, other video streaming statistics support this.

B2B 207

B2B Video Influencer Promotion 207

Product Management University

MARCH 10, 2017

In a perfect world, you’ll always understand big picture business objectives before a product demo and you’ll invest your time on prospects that give you the best chance making the sale. The post Product Demos: Selling Value in Spite of Product Deficiencies appeared first on Proficientz - Product Management Training for B2B.

Buying Cycle 40

Buying Cycle ACT Buyer Sales Cycle 40

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. A lead magnet can be anything from gated content like ebooks, whitepapers, e-newsletters or consultations, to free product trials, free tools, demos, or samples.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

DiscoverOrg Sales

APRIL 11, 2019

Product Demos That Sell: How to Deliver Winning SaaS Demos by Steli Efti. You’ll learn best practices for scheduling demos, how to engage prospects and give killer demos, startup-specific demo tips, and of course, the 7 Deadly Sins of Demoing. Product Demos That Sell by Close.io

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Lessonly

OCTOBER 26, 2020

Through sales training courses you are likely to produce successful salespeople who will represent your brand effectively. Here are few scenarios or exercises that would make for a great practice session in your sales training courses. In the end, sales training courses are about delivering results. How to Teach Sales.

Course 26

Course Training Hiring Cold Calling 26

Product Management University

MARCH 9, 2017

In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. Web Demos: Engaging An Audience You Can’t See.

Lead Generation 40

Lead Generation B2B Leads Marketing Qualified Lead 40

Shari Levitin

FEBRUARY 24, 2021

February’s round-up features content about creating the right buying experience, why demos don’t always matter, and the number one skill you need in 2021… plus so much more. How many sellers think to themselves, “Oh, I gotta rush to the demo!” Let’s show them the demo!”. And we never even did a demo!

Up-Sell 96

Up-Sell LinkedIn Video Course 96

Lessonly

MARCH 12, 2021

Let’s start with understanding the importance of sales skills training and online sales training courses. So, how can online sales training courses help you make better sales? Some training courses focus more on basic sales training like how to negotiate, ways to perfect your elevator pitch, and understanding different buyer personas.

Course 26

Course Training Buyer Persona Negotiation 26

Zoominfo

APRIL 29, 2020

You can also advertise free demos or other promotions. If your company has an outbound sales team, share your lead list with the sales team and ask them to make some calls, inviting the prospect to book a meeting, schedule a demo – or at least stop by your booth. Remember, the objective is to book a meeting or a demo.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Understanding the Sales Force

APRIL 17, 2014

It''s bad enough when companies move to the demo too quickly but it doesn''t get any faster or more transactional than when they ask you if you''ve seen their demo with their very first question. At least he asked a question instead of telling me he wanted me to see a demo. But hey, give him a break. Why do you recommend those?

Inside Sales 271

Inside Sales Oracle Examples Top of Funnel 271

Mindtickle

FEBRUARY 12, 2024

Of course, once you start to coach folks on skills, you’ll find a lot more sustained improvement and mitigation of risk. It might also be the case that you see as an organization that folks are not scoring terribly high on the demo role plays. It could be the case, for instance, that the demo itself was very good.

Analytics 52

Analytics CRM Coaching Remedy 52

Product Management University

SEPTEMBER 24, 2021

This month we also look at the importance of better sales discovery techniques to improve demos and accelerate the sales process, plus taking your product marketing game up a notch to solutions marketing. The #1 Reason the Sales Process Stalls After a Demo. Product Management Courses. Product Marketing Courses.

B2B 52

B2B SalesForce Course Pipeline 52

Zoominfo

FEBRUARY 25, 2021

Will you demo your product, focusing on the benefits and critical pain points your solution solves? Will they request a one-on-one call and customized product demo with your sales team? Dig into your buyer personas to discover what prospects want from you. Define Your Offer. Be clear about what you’re offering. Run a “So What?”

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Hubspot Sales

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. Demo Call In a demo call, you provide a detailed demonstration of your product or service to showcase its features and benefits.

Negotiation 96

Negotiation Telecommunications How To Software 96

Zoominfo

MAY 1, 2020

So why doesn’t anyone want a demo? A lot of companies struggle to get prospects to show up to sales demos. It’s time to ditch the product demo. Effective salespeople focus on solution sales instead, which includes a thoughtful demo process that addresses issues specific to the customer.

Software 236

Software Software Lead Rank Top of Funnel 236

Crunchbase

JANUARY 25, 2021

You’ve successfully connected with your prospect and they’ve agreed to speak with you and see a product demo. . Interestingly, a lot of this has to do with understanding psychology and human behavior and, of course, mastering the art of persuasion and objection handling (without being too pushy).

Decision Maker 112

Decision Maker Prospecting Research Negotiation 112

Alice Heiman

NOVEMBER 1, 2023

She took a course and quickly learned that sharing content on LinkedIn about her journey as an entrepreneur would drive traffic, but she didn’t do it for that alone. She and her partner built eWebinar in a way that required little overhead and allowed them to travel and work from anywhere. She recognized that her story would help others.

Webinar Metrics 91

Webinar Metrics Real Estate Lead Rank LinkedIn 91

The Center for Sales Strategy

DECEMBER 11, 2020

The first point of contact is important, of course. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. Unfortunately, this simply isn’t true.

Follow-up 97

Follow-up Closing Hubspot Influencer 97

Nutshell

MARCH 19, 2024

Register for a live Nutshell demo to see what a world-class CRM can do for your sales team. Total demos done: Keep an eye on how many demos team members execute over a particular period and what percentage turned into deals, as demos are often an integral part of closing deals. Or join a live demo to see Nutshell at work!

How To 71

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

Hubspot Sales

JANUARY 15, 2024

It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. But we all know that any savvy consumer is weighing all their option — so of course your prospects are talking to other vendors. Of course, you can’t just leave any old voicemail. Things were looking good.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

Customer Centric Selling

OCTOBER 28, 2021

For more information on how to identify the right time in the buying process to show a demo or present your product, listen to episode 13 of our podcast: “Don’t Demo Your Product Until You Get This…”. RESOURCES MENTIONED: Free Trial of our CustomerCentric Online Course . CHECK OUT THE CCS ONLINE COURSE.

Sales Process 52

Sales Process Buying Cycle Course B2B 52