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Demo Dysfunction Syndrome is why You lose Clients at “Hello”

Babette Ten Haken

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.

Your 12-Step Action Plan For A Great Sales Demo


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.

Overcome Demo Mindset with Sales Engineering and Sales Operations Insights

Babette Ten Haken

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.

Sales People Should Never Do A Demo Under These Circumstances

A Sales Guy

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.

Buyer 57

What Most Sales People Do In The Demo That Loses The Deal

A Sales Guy

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.

Buyer 56

What’s The Problem With Demos

Partners in Excellence

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.

10 Secrets to Delivering a Great Product Demo

Modern B2B Sales

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.

Why Sales People’s Product Demo’s Suck and What to Do About it!

A Sales Guy

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.

Pipeline Management: Developing Presentations, Trialware and Demos


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.

87,000 choices at Starbucks…and 1 Demo? 3 Simple Ways to Tailor your Demo

Performance Sales and Training

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.

Southwestern Advantage: The 3 Controllables, Part Two–Demos

Southwestern Advantage

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!

To Salespeople, Demos and Presentations are Like Snack Food

Understanding the Sales Force

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.)

It’s Show Time! 6 Sales Demo Tips from Stage Performers

Modern B2B Sales

” 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.

Why Salespeople Won't Abandon the Early Demo and Presentation

Understanding the Sales Force

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.

How to Give a Great Online Presentation that Keeps Your Audience Engaged

Performance Sales and Training

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.

Is Demo Short for Demolition?

Dave Stein's Blog

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.

The Zen of an Awesome Demo Video

Vertical Response

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.

Show ‘em What You’ve Got – Send These Demo Emails Today

Vertical Response

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.

The Lie, The Time Waster and the B t (A Lesson for SaaS Sales Teams)

A Sales Guy

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).

[Video] How Sales People and Sales Leaders Do A Killer Demo

A Sales Guy

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 ? The Right Way to Use Demos in Technology Sales

The Pipeline

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.

3 Ways Sales Machine Mastered Social Selling

A Sales Guy

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.

Best product demo ever

Mukesh Gupta

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?


You're Invited to Campaigner's A/B Testing Live Webinar!

Inside Campaigner

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

Avangate Fall ’14 Release: Leverage Smarter Payments and Deepen Long-Term Customer Relationships

Software Business Blog

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.

What Happens When a Sales Expert Is the Victim of Bad Sales Practices


These emails always request an appointment or a demo — almost always […]. Get ready for a rant about bad sales practices.

Discovery, Demo, or Disconnect?

DiscoverOrg Sales

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.

From Demo to Conversation Part One – Targeting and Lead Development

Sales Overdrive Blog

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.

A Crash Course in A/B Split Testing Using Campaigner Experiments

Inside Campaigner

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?

From Demo to Conversation

Sales Overdrive Blog

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.

The One Thing Most Salespeople Are Unable to Do

Understanding the Sales Force

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.

The Sales Epidemic That is Neutralizing Salespeople Everywhere

Understanding the Sales Force

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.

I Don’t Want Your Deck

No More Cold Calling

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.

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.

Tools 54

PowerPoint Is Killing Your Sales Presentations

No More Cold Calling

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.

Handling Objections When Requalifying

Inside Sales Training Blog

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?”.

A Right Time to Sell and a Wrong Time to Sell

The Shameless Sales Blog

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.

Is This an Example of Succeeding or Failing at Inside Sales?

Understanding the Sales Force

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.

From Demo to Conversation Part Four: The Elevator Pitch

Sales Overdrive Blog

Thanks for visiting us today for our 4th of 5 installments in our Rapid Insights Series From Demo to Conversation. Today we’ll be looking at the Elevator Pitch which is a tool every organization and every sales person and company executive should have.

Smart Selling Visions: Up-Close with Top Revenue Leader Garin Hess, CEO of @DemoChimp

Smart Selling Tools

Garin: DemoChimp is software intelligently automates product demos, so sales people can spend less time demoing, and more time closing sales. Why continue the labor intensive live demo? Live product demos and repetitive sales conversations can be a huge drag on growth.