Three Sales Demo Disasters and How to Avoid Them

Sales Benchmark Index

Article Sales Strategy demo disaster demo planning demo pre demo planning sales demo

How To 192

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?

B2B 108

What 15K Demos per Year Taught Us About Converting Inbound Sales Leads

DiscoverOrg Sales

Schedule same-day or next-day demos (much higher chance of them showing up). 35% conversion rate of lead to good fit completed demo. to schedule a demo , sample our data , get a quote ) and are expecting to hear from us. Response time: Same-day demos.

Sales Tips: Why Do a Demo?

Customer Centric Selling

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.

Buyer 68

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.

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.

[VIDEO] 3 Steps for an Effective Sales Demo

DiscoverOrg Sales

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.

Video 145

Why The Perfect Sales Demo Never Includes the Word “If.”

A Sales Guy

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.

eBook 143

Demotainment is Not a Dirty Word! 5 Ways to Make your Demo More Entertaining

Performance Sales and Training

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.

Video 85

Three Sales Demo Disasters and How to Avoid Them

Sales Benchmark Index

How To 143

New Data Shows the 9 Surprising Things All Winning Demos Have in Common

Hubspot Sales

analyzed 67,149 SaaS sales demos to understand the anatomy of demos that close deals. Every sales demo recording included in this study was conducted on screen sharing platforms like Zoom and GoToMeeting , where they were recorded with speaker separation. Sales Product Demo

Data 92

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.

Flip Your Sales Demo Upside-Down

Pipeliner

Does your demo start with any (or all) of the following? Warning: Your Sales Demo is Upside Down and it’s costing you sales! A recent analysis of 67,000+ SAAS demos done by Gong.IO found that demos that “Do the Last Thing First” are significantly more successful. Doing the last thing first is a key concept first introduced by Peter Cohan, founder of the Great Demo! By that time in the demo: Attention spans are significantly lower. Flip your sales demo.

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.

Flip Your Sales Demo Upside-Down

Pipeliner

Does your demo start with any (or all) of the following? Warning: Your Sales Demo is Upside Down and it’s costing you sales! A recent analysis of 67,000+ SAAS demos done by Gong.IO found that demos that “Do the Last Thing First” are significantly more successful. Doing the last thing first is a key concept first introduced by Peter Cohan, founder of the Great Demo! By that time in the demo: Attention spans are significantly lower. Flip your sales demo.

How to use UX to design high-converting cold emails, calls, and product demos

Close.io

When we write emails or make cold calls, we’re only concerned with what we want: a response, a demo, a sale. In this post, I’m going to break down exactly what it means to look at sales from a UX perspective and then show you how to apply it to your cold calls, emails, and product 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.)

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.

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.

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.

[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!” ” .

3 Recap Email Templates to Use After Connect, Discovery, and Demo Calls

Hubspot Sales

3) Demo Recap. You hang up, take off your headset, and enter meeting notes into your CRM. Another productive meeting with a prospect. But don’t forget to send that buyer a recap email before you move on to the next item on your agenda.

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

DiscoverOrg Sales

We sent personalized direct mail pieces to accounts hat had shown a decent level of engagement, with the goal of propelling them to a demo at a faster velocity. Measure 2: Demos / Meetings set. Account-Based Everything group: 55% of target accounts agreed to a demo.

Technology Give You the Middle Finger in a Demo? 7 Reactions to Avoid

Hubspot Sales

Internet outages, bad phone connections, products that stop working … chances are, you’ve experienced plenty of technical snafus in the middle of a demo. The good news is that these challenges don’t have to derail your deal or even your demo. Then move on to the rest of your demo.

From Demo to Conversation Part Four: The Elevator Pitch

Sales Overdrive

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.

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. 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.

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.

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).

Sales Training Article: Avoid These Sales Demo Disasters

Customer Centric Selling

How to Turn Sales Pilots into Smokin' Deals

Hubspot Sales

Sales Product DemoNavigating a pilot can be the difference between winning and losing in sales. Whether you target the Fortune 500 or are simply trying to secure your first 10 customers, pilots can open the door for future deals.

ROI 62

From Demo to Conversation Part Three: Aligning Your Conversation to the Audience

Sales Overdrive

So if you are speaking with the “technical” influencer, be mindful of the reason they ask for information or a demo. They ask to see a demo or more information because that’s their preferred style – NOT because that’s the pathway to a win! Don’t handicap yourself by focusing on a demo or playing the benefit comparison game like your competitors do. In our last post we discussed the importance of preparing and beginning to engage your targets in well conceived conversations.

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.

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

Sales Overdrive

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. 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.

5 Ways to Ramp New Sales Hires Faster

John Barrows

Show them a good demo and how to handle key objections, pricing problems, or competitive situations. Demo calls. The day before their first demo, have them listen to the demo calls folder. Most organizations send new hires to boot camp, then ship them off to shadow veterans on live demo and sales calls. New hires have to coordinate their calendars to match the veterans’ scheduled sales calls and demos, and there can be days between calls.

ROI 125

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.

How to Sell Smarter than Automated Communication and Artificial Intelligence

John Barrows

If you think about it, the average sales rep is starting to look more and more like a marketer: blasting out template emails, pressing play on scripted demos, sharing stuff on social without an opinion. Providing context for presentations and demos. Cars can drive themselves.

How To 203

3 Ways to Shorten Onboarding Time for New Sales Reps

Smart Selling Tools

Include each type of call and situation your new hires need to master – i.e. Prospecting, Discovery, Demo, Objection Handling, ROI Discussions, Competitive Positioning, etc. Or, the day before their first demo, have them listen to the demo calls. Let them demo sooner.

Exact 138

How to Increase Your Closing Percentage

Inside Sales Training

Next question: Out of ten leads that you set up to pitch a demo to, how many of those ten end up buying? And because of this, top sales reps send out (or set up) the fewest leads (appointments, demos, presentations, etc.) Let me ask you a question: Do all of your leads end up buying?

Call Camp – 1:00 PM ET

The Pipeline

Submit a call/demo recording here for personalized tips and proven strategies. Today is the day, I’ll revealing the #1 sales faux-pas that kills deals in Call Camp. Trust me, every rep needs to know this.

Customize Your Sales Enablement Reports with LevelJump Program Metrics

LevelJump

Demos completed. I’m shocked at the number of sales enablement professionals I’ve had conversations with who do not measure CRM-based metrics or milestones for their onboarding and training programs. Qualified opportunities. Time to first deal. Second deal. Third deal. Product Features