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. When we get to the end of the demo, more often than not we haven’t been dealing with the key decision maker, or the ultimate buyer of our solution. Request a Demo. Welcome to today’s Whiteboard Wednesday. MORE
Audience engagement Web Presenting audience engagement online presentation remote demo web demo web presentationI once made a sandwich, responded to an email, and let the dog out – all while “watching” an online presentation. I’m not proud. And I’m not alone. MORE
Yet surprisingly in this era of customized experiences, most product demos still vary little from customer to customer. But as the sheer number of demos that customers are exposed to grows, the bar continues to rise. A canned demo is evident to all who see it — and about as memorable as what you had for lunch two weeks ago Tuesday. So I’ve identified three areas that you can quickly and easily tailor to each customer: 3 Simple Ways to Tailor your Demo. MORE
Demos Sell! I was visiting a company recently, they had a full court press on doing demos. People were measured on the number of demos they were doing, they had created a contest around who did the most demos, they had banners and buttons around the Demos Sell theme. Clearly, the sales people were selling demos, but they weren’t getting PO’s. I asked to sit in a couple of the demos to see what was happening. MORE
I reached out to the company for a demo and to learn more. From inquiry to demo took over a month. One discovery call and one demo. The argument to this approach, spend 15 minutes before the demo to learn my business and what’s driving my need to look at an ATS. This way they can customize the demo to my companies needs. Fast forward to the demo. A Sales Guy Recruiting is in the market for a new ATS (applicant tracking system). MORE
You don’t owe anyone a demo. Just because a prospect or buyer asks for a demo, you don’t owe it to them, and therefore you don’t have to give them one. Without a robust discovery built into your demo process, you CAN’T give a powerful demo. MORE
Register for the Fall Release Demo Webinars. Avangate is excited to announce the Fall Release of its comprehensive commerce platform with the addition of over 200 new features. MORE
Product demos and trials seem to be the thing these days, especially in the world of SaaS (Software as a Service). Product demos and trials have quickly become standard operating procedure in sales today and this trend shows no sign of abating. 10 Rules for Better Product Demos. MORE
I just sat through another deathly serious – and seriously boring – demo. When I suggested some ways to make the demo more engaging for his audience, the salesperson bristled and replied, “I don’t believe in demotainment.”. Most demos start in one of two ways: 1. MORE
How many times are sales engineers brought in to demo even though they may not fully understand how context influences design parameters ? . Status quo perspective provides a safe haven for IoT business decision makers to avoid making decisions. The reason? It’s all about context. MORE
” Sales demos are like shows, with salespeople as the main cast. Dramatic pauses build suspense into your demo and interrupt the flow of conversation, making what you’re saying difficult to tune-out. You can use this same principle in your demos to great effect. MORE
Wouldn’t it be great if you could give everyone a demo of your product or service? “Product use” emails or “product demo” emails are some of the most effective ways to teach people about the products and services you offer. MORE
Guest Posts Sales Leadership Social Selling/Social Media/Content Marketing Consensus demo hashtag Sales sales machine social selling TwitterLast week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more. MORE
Last week I attended a conference, where during the keynote, a cool new product was introduced and someone asked to show a demo of the product. The presenter lost the audience in two minutes flat, not due to the product not being cool, but due to the way the demo was run. MORE
The Right Way to Use Demos in Technology Sales. Stored in Attitude , Business Acumen , Communication Strategy , Demos , Listening , Planning , Presentation , Proactive , Sales Strategy , Sales Success , Sales Technique , audio , execution. Happy demoing, better selling! Demos. MORE
I would add that the same goes for demos. In fact, the best demo is no demo. Don’t waste your prospects’ time with demos or put them to sleep with PowerPoint slides. Strip away the tech to increase sales effectiveness. MORE
When it comes to demos, having an action plan is crucial in order to manage it successfully. The following suggestions can help both seasoned sales professionals and newbies alike to improve their demoing skills, and ultimately win the sale: 1. Demo Reminder. MORE
Demos are increasingly becoming the path to making the sale, and if you mess up the demo, it sabotages the sale. Unfortunately, too many salespeople and therefore sales organizations do crappy demos. “Selling is not just show up and throw up!” ” . MORE
The epidemic is the emphasis on demos and the affliction known as happy ears. Salespeople succeed at getting prospects to watch or participate or take a demo. Stop giving demos. Once you part with it - your demo - your leverage is gone. MORE
I chanced upon this demo of Sony Xperia Acro smart phone today. This is the best demo of a product that I have seen in a long long time… In my opinion, the following aspects makes this the best demo ever: It is contextual & experiential (with all the aura of the legendary James Bond, complete with the Bond music). Do you know of any such product demos? MORE
As with every other tech company with which we’ve been engaged, I was asked about my opinion on demos. On the sell-side, the precise approach to demos will differ company-by-company, product-by-product. Demo early and demo often. MORE
Creating a great demo, or explanation, video. ” An explanation or demo doesn’t need to go viral or get passed around — most of the views it will receive will come from your company’s own website or marketing. MORE
A/B Split Testing A/B Split Testing Demo A/B Split Testing Solution A/B Split Testing Webinar Campaigner Email Marketing Email Campaigns Email Marketing Services We have two questions for you: Have you ever tried A/B split testing your email campaigns? MORE
Author: Alexandra Nation Ah, my first software demo–I remember it like it was yesterday (it was four years ago). If you’re in a client-facing role and looking to improve your demo and presentation skills, this blog post is for you. When you deliver your demo, pause early and often. MORE
Sales Tips qualify sales deals sales demo take controlThere's a right time to sell. And there's a wrong time to sell. The right time to sell is when you have earned the right to sell. Sounds simple enough. But lots of people screw this up. You don't earn the right to sell just because the customer has asked you for information, for a pitch, or a demonstration. You earn the right to sell when you uncover the driving reason behind the sale. MORE
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.) MORE
Depending on your company, trialware offerings, sales presentations, and product demos are often the domain of separate departments. Depending on the product, a demo can be in the hands of Sales or Development. MORE
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. MORE
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. MORE
A demo mindset becomes a game changer. As a sales engineer or sales operations professional, you have a critical role to play in helping the sales organization deploy the demo appropriately. Integrated, continuous communication is critical for overcoming demo mindset. MORE
Today, let’s consider the second controllable: Demos. Every week he would drill into me the importance of 30 demos. 30 demos every day; if you just get your thirty in, it’ll work; don’t worry about your sales, just focus on your demos! MORE
Conduct an A/B Testing demo. A/B Split Testing A/B Split Testing Demo A/B Split Testing Solution A/B Split Testing Webinar Campaigner Email Marketing Email Marketing Email Marketing Process Email Marketing Services Webinar MORE
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. This is how a demo should go. MORE
Demo dysfunction syndrome is a serious sales and engineering condition. So you launch, full tilt, into The Demo. Perhaps you lose sight of the importance of keeping track of everyone’s body language and facial expressions during the demo. Then, stop rushing the demo. MORE
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. Next time we’ll talk about two more keys to moving away from the often punishing demo-oriented selling approach into a productive business conversation that will accelerate sales. MORE
As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. The positive way of asking this is: “ _, at the end of today’s demo if you like what you see, is this something you could put to work for you in the next two weeks?”. MORE
Do you want a telltale sign that your demos aren’t very good? That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo. MORE
Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. One of the comments, by Jason Kanigan, said: Traditional selling revolves around the demo/presentation. MORE
The same goes for demos, product descriptions, and any other information your customers didn’t ask for and probably don’t have time to read or watch. If a buyer requests a deck or demo, great! Stop pushing demos and stop pushing products. MORE
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. MORE
These emails always request an appointment or a demo — almost always […]. Get ready for a rant about bad sales practices. MORE
You might also guess that it''s the sales equivalent of eating right - not doing demos and presentations so early in the sales process. It is partly a result of their inability to sell consultatively while continuing to demo, present, quote and propose too early. MORE
Demo Related Topics 
Babette Ten Haken
APRIL 14, 2017
Demo dysfunction syndrome is a serious sales and engineering condition. So you launch, full tilt, into The Demo. Perhaps you lose sight of the importance of keeping track of everyone’s body language and facial expressions during the demo. Then, stop rushing the demo.
Pipeliner
APRIL 17, 2017
When it comes to demos, having an action plan is crucial in order to manage it successfully. The following suggestions can help both seasoned sales professionals and newbies alike to improve their demoing skills, and ultimately win the sale: 1. Demo Reminder.
Babette Ten Haken
MARCH 31, 2017
A demo mindset becomes a game changer. As a sales engineer or sales operations professional, you have a critical role to play in helping the sales organization deploy the demo appropriately. Integrated, continuous communication is critical for overcoming demo mindset.
A Sales Guy
JULY 1, 2015
You don’t owe anyone a demo. Just because a prospect or buyer asks for a demo, you don’t owe it to them, and therefore you don’t have to give them one. Without a robust discovery built into your demo process, you CAN’T give a powerful demo.
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. This is how a demo should go.
Partners in Excellence
NOVEMBER 24, 2015
Demos Sell! I was visiting a company recently, they had a full court press on doing demos. People were measured on the number of demos they were doing, they had created a contest around who did the most demos, they had banners and buttons around the Demos Sell theme. Clearly, the sales people were selling demos, but they weren’t getting PO’s. I asked to sit in a couple of the demos to see what was happening.
Modern B2B Sales
MAY 9, 2016
Author: Alexandra Nation Ah, my first software demo–I remember it like it was yesterday (it was four years ago). If you’re in a client-facing role and looking to improve your demo and presentation skills, this blog post is for you. When you deliver your demo, pause early and often.
A Sales Guy
SEPTEMBER 3, 2013
Product demos and trials seem to be the thing these days, especially in the world of SaaS (Software as a Service). Product demos and trials have quickly become standard operating procedure in sales today and this trend shows no sign of abating. 10 Rules for Better Product Demos.
A Sales Guy
OCTOBER 18, 2016
Do you want a telltale sign that your demos aren’t very good? That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo.
Performance Sales and Training
NOVEMBER 21, 2016
Yet surprisingly in this era of customized experiences, most product demos still vary little from customer to customer. But as the sheer number of demos that customers are exposed to grows, the bar continues to rise. A canned demo is evident to all who see it — and about as memorable as what you had for lunch two weeks ago Tuesday. So I’ve identified three areas that you can quickly and easily tailor to each customer: 3 Simple Ways to Tailor your Demo.
Pipeliner
MARCH 4, 2014
Depending on your company, trialware offerings, sales presentations, and product demos are often the domain of separate departments. Depending on the product, a demo can be in the hands of Sales or Development.
Southwestern Advantage
MARCH 12, 2012
Today, let’s consider the second controllable: Demos. Every week he would drill into me the importance of 30 demos. 30 demos every day; if you just get your thirty in, it’ll work; don’t worry about your sales, just focus on your demos!
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. When we get to the end of the demo, more often than not we haven’t been dealing with the key decision maker, or the ultimate buyer of our solution. Request a Demo. Welcome to today’s Whiteboard Wednesday.
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.)
Modern B2B Sales
DECEMBER 29, 2015
” Sales demos are like shows, with salespeople as the main cast. Dramatic pauses build suspense into your demo and interrupt the flow of conversation, making what you’re saying difficult to tune-out. You can use this same principle in your demos to great effect.
Understanding the Sales Force
MARCH 4, 2013
Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. One of the comments, by Jason Kanigan, said: Traditional selling revolves around the demo/presentation.
Dave Stein's Blog
MARCH 18, 2010
As with every other tech company with which we’ve been engaged, I was asked about my opinion on demos. On the sell-side, the precise approach to demos will differ company-by-company, product-by-product. Demo early and demo often.
Vertical Response
AUGUST 8, 2013
Creating a great demo, or explanation, video. ” An explanation or demo doesn’t need to go viral or get passed around — most of the views it will receive will come from your company’s own website or marketing.
Performance Sales and Training
NOVEMBER 7, 2016
Audience engagement Web Presenting audience engagement online presentation remote demo web demo web presentationI once made a sandwich, responded to an email, and let the dog out – all while “watching” an online presentation. I’m not proud. And I’m not alone.
Babette Ten Haken
MAY 10, 2017
How many times are sales engineers brought in to demo even though they may not fully understand how context influences design parameters ? . Status quo perspective provides a safe haven for IoT business decision makers to avoid making decisions. The reason? It’s all about context.
Vertical Response
MAY 12, 2014
Wouldn’t it be great if you could give everyone a demo of your product or service? “Product use” emails or “product demo” emails are some of the most effective ways to teach people about the products and services you offer.
A Sales Guy
AUGUST 6, 2014
I reached out to the company for a demo and to learn more. From inquiry to demo took over a month. One discovery call and one demo. The argument to this approach, spend 15 minutes before the demo to learn my business and what’s driving my need to look at an ATS. This way they can customize the demo to my companies needs. Fast forward to the demo. A Sales Guy Recruiting is in the market for a new ATS (applicant tracking system).
A Sales Guy
MARCH 16, 2015
Demos are increasingly becoming the path to making the sale, and if you mess up the demo, it sabotages the sale. Unfortunately, too many salespeople and therefore sales organizations do crappy demos. “Selling is not just show up and throw up!” ” .
The Pipeline
FEBRUARY 29, 2012
The Right Way to Use Demos in Technology Sales. Stored in Attitude , Business Acumen , Communication Strategy , Demos , Listening , Planning , Presentation , Proactive , Sales Strategy , Sales Success , Sales Technique , audio , execution. Happy demoing, better selling! Demos.
Mukesh Gupta
DECEMBER 4, 2012
I chanced upon this demo of Sony Xperia Acro smart phone today. This is the best demo of a product that I have seen in a long long time… In my opinion, the following aspects makes this the best demo ever: It is contextual & experiential (with all the aura of the legendary James Bond, complete with the Bond music). Do you know of any such product demos?
A Sales Guy
JUNE 23, 2016
Guest Posts Sales Leadership Social Selling/Social Media/Content Marketing Consensus demo hashtag Sales sales machine social selling TwitterLast week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more.
Inside Campaigner
APRIL 8, 2014
Conduct an A/B Testing demo. A/B Split Testing A/B Split Testing Demo A/B Split Testing Solution A/B Split Testing Webinar Campaigner Email Marketing Email Marketing Email Marketing Process Email Marketing Services Webinar
Software Business Blog
NOVEMBER 4, 2014
Register for the Fall Release Demo Webinars. Avangate is excited to announce the Fall Release of its comprehensive commerce platform with the addition of over 200 new features.
Pipeliner
AUGUST 9, 2015
These emails always request an appointment or a demo — almost always […]. Get ready for a rant about bad sales practices.
Inside Campaigner
MAY 22, 2014
A/B Split Testing A/B Split Testing Demo A/B Split Testing Solution A/B Split Testing Webinar Campaigner Email Marketing Email Campaigns Email Marketing Services We have two questions for you: Have you ever tried A/B split testing your email campaigns?
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.
Sales Overdrive Blog
JUNE 22, 2012
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. Next time we’ll talk about two more keys to moving away from the often punishing demo-oriented selling approach into a productive business conversation that will accelerate sales.
Understanding the Sales Force
OCTOBER 27, 2014
You might also guess that it''s the sales equivalent of eating right - not doing demos and presentations so early in the sales process. It is partly a result of their inability to sell consultatively while continuing to demo, present, quote and propose too early.
Understanding the Sales Force
JUNE 4, 2014
The epidemic is the emphasis on demos and the affliction known as happy ears. Salespeople succeed at getting prospects to watch or participate or take a demo. Stop giving demos. Once you part with it - your demo - your leverage is gone.
Sales Overdrive Blog
JUNE 22, 2012
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.
No More Cold Calling
AUGUST 5, 2014
The same goes for demos, product descriptions, and any other information your customers didn’t ask for and probably don’t have time to read or watch. If a buyer requests a deck or demo, great! Stop pushing demos and stop pushing products.
Smart Selling Tools
APRIL 15, 2015
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.
No More Cold Calling
SEPTEMBER 9, 2014
I would add that the same goes for demos. In fact, the best demo is no demo. Don’t waste your prospects’ time with demos or put them to sleep with PowerPoint slides. Strip away the tech to increase sales effectiveness.
Inside Sales Training Blog
FEBRUARY 29, 2016
As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. The positive way of asking this is: “ _, at the end of today’s demo if you like what you see, is this something you could put to work for you in the next two weeks?”.
The Shameless Sales Blog
JANUARY 10, 2012
Sales Tips qualify sales deals sales demo take controlThere's a right time to sell. And there's a wrong time to sell. The right time to sell is when you have earned the right to sell. Sounds simple enough. But lots of people screw this up. You don't earn the right to sell just because the customer has asked you for information, for a pitch, or a demonstration. You earn the right to sell when you uncover the driving reason behind the sale.
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