DiscoverOrg Sales

MAY 29, 2019

So why doesn’t anyone want a demo? “It’s A lot of companies struggle to get prospects to show up to sales demos. It’s time to ditch the product demo. Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer. The modern sales software demo is value-based, and focused on use cases that address the prospect’s unique and specific problems. Before the sales demo: Do your homework.

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Sales Hacker

JUNE 24, 2021

Converting a prospect to a demo is hard; leading an engaging demo is even harder. Come with questions, walk away with a fresh approach for your demos and disco calls. Highlights: Feel like you have too many details in your demo? [9:01].

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Sales Benchmark Index

AUGUST 27, 2017

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

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Zoominfo

MAY 1, 2020

So why doesn’t anyone want a demo? “It’s A lot of companies struggle to get prospects to show up to sales demos. It’s time to ditch the product demo. The modern sales software demo is value-based and focused on use cases that address the prospect’s unique and specific problems.

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Speaker: Richard Goring, Director, BrightCarbon

We’ll work together in a highly practical, demo-led session, in which you’ll learn how to create visual slides, manipulate images, master animations, make it interactive, and produce content that will delight your audience.

Collateral

Mr. Inside Sales

OCTOBER 2, 2020

How many of you hold your breath at the end of your demo? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…. Each of your demos (presentations) should begin with a series of brief qualifying questions.

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DiscoverOrg Sales

OCTOBER 10, 2018

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. Step 1: Set an agenda for the demo. tive Sales Demo. It’s still not the demo yet! Step 4: Demo your product. Keep the demo short. PRO TIP : DON’T demo your whole product.

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DiscoverOrg Sales

JUNE 13, 2018

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. Because of their efforts, we are able to book demos with more than 50% of inbound leads; and 35% of our inbound leads go on to become opportunities. Response time: Same-day demos. It’s a bad day when half of the demos we book are 3+ days out.

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Anthony Iannarino

OCTOBER 8, 2019

There are more ways to get a demo wrong than there are ways to make it compelling and useful. If what you sell requires you demo for your prospective clients, the following eight laws will allow you to rule your demo—and improve your odds of winning. A Demo is a Sales Call. The first—and most important—law when giving a demo is to operate as if it is a sales call (because it is a sales call). It is natural to want to dive right into your demo.

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Mr. Inside Sales

OCTOBER 14, 2019

Have you ever gotten to the end of your demo and wondered how it was going to end? If you have, then you’re probably missing one of the most important “pre-qualifying” questions you should be asking on each and every demo call before you launch into your actual presentation. If you weren’t able to fully qualify a prospect during the initial call, then remember: You can and should be starting your demo call with a brief “re-qualification” set of questions.

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Advertiser: ZoomInfo

This eBook takes a look at three headache-free strategies you can employ today to accelerate selling the right way. Read on to learn how to adopt specific workflows and approaches that append your existing processes to deliver value to your prospects and internal counterparts.

How To

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. Give a killer demo and get ready to cash your fat commission check and prepare for Presidents Club. Here’s the ONLY way to do a demo. There is no room for “if” in your demos.

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Tibor Shanto

JUNE 29, 2021

I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. You can cop out, and do the demo you think they want, or deliver a demo that moves deals? Demo Your Change.

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John Barrows

MARCH 1, 2021

John is consistently talking about how bad most demos are for prospects and Joe’s research proves that the frustration that we experience as demo attendees is often shared by the people that are actually doing the demos.

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Social Media Media LinkedIn Video 107

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. This article suggests a framework for analyzing the Client Pain Profile (CPP) to guide discovery, focus demos, and further clarify the SDR and AE roles. Pre-demo discovery that leads to a white-glove trial. Conquer the Rush to Demo.

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Data

Nutshell

MARCH 11, 2020

A product demo is an in-person or virtual demonstration that illustrates the ways in which a physical product or piece of software operates. Prospects often have to register online to attend these demos, and the demos can be live, pre-recorded, or a mix of both.

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Software Software Exact Benefit 81

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. Demos are NOT webinars. “Demos should not be used to demonstrate your product, but rather to show how your product can affect your buyer’s business.” Without a robust discovery built into your demo process, you CAN’T give a powerful demo. No discovery, no demo!

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Hubspot Sales

APRIL 30, 2019

This is where a product demo can fill in the gaps. What is a product demo? A product demo is a demonstration of how a product or software works. The product demo is different from a technical demo. A product demo is used to provide an overview of the product and the value it provides. On the other hand, a technical demo is more interactive and allows the prospect to gets to experience the product or software in a demo or sandbox setting.

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Software Software Decision Maker Video 75

criteria for success

OCTOBER 31, 2018

Do your sales reps give product demos? Are you looking to help them give winning sales demos that close? Virtual demos are such a huge part of the way many businesses sell their products and services. And if you're not up to date on the best practices for doing [ ] The post How to Give a Winning Sales Demo That Closes appeared first on Criteria for Success. Well, you're in the right place.

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Sales Hacker

JULY 12, 2019

Welcome to Season 1, Episode 2 of our new Sales Hacker series: Demo-litions , where real reps giving real sales demos are reviewed by two sales experts. This is just our honest appraisal of a real sales demo from a real rep! In the first episode, we saw Shane Todhunter from Klue begin his demo with a company called OpenGov. In Episode 2, we look at the second quarter of Shane’s demo. Demo: 4/5. This demo had that percentage reversed. .

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Accent Technologies

APRIL 24, 2019

We're excited to announce Accent Group Demos. Here at Accent Technologies, we’re excited to announce the launch of group demos! We will be covering a variety of modern challeneges that sales enablement faces each week in a brief webcast. more…

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Groups Sales Enablement Sales 63

Hubspot Sales

APRIL 24, 2019

The technical demo could make or break the success of the deal. Ready to learn how to perfect your technical demo? What's the purpose of a technical demo? A technical demo should be scheduled after a general demo is given -- this provides an overview of the product and is used to pique the buyer's interest and get them excited about your offerings. The technical demo is often presented to the buyer's technical team. How to Structure a Technical Demo.

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Connect2Sell

SEPTEMBER 12, 2018

( Editor’s Note: This article about the lead to sales path for B2Bs is guest written by Mike Mai. With more than 10 years of experience in marketing, Mike is now the marketing manager at Retalo.io. Mike has been involved in creating content for the website blog and planning marketing strategy for the company. Mike has a postgraduate degree in Business Administration. He is also a Certified Scrum Specialist.). sales conversations sales questions

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Smart Selling Tools

JUNE 22, 2021

Q: What metrics should customers of Demo Automation solutions use to measure the impact or progress of their activities? Garin : Two key metrics our customers are finding success within their demo automation strategies are Stakeholders Discovered and Demo Qualified Leads (DQLs).

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Engineering Retail Buyer Video 83

Customer Centric Selling

MAY 29, 2018

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. If need development has not been done, the result will be dreaded “spray and pray” demos where buyers are subjected to a barrage of features that are not relevant to them. Ultimately, demos don’t sell, salespeople do. The post Sales Tips: Why Do a Demo?

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Vendor Buyer Prospecting Company 64

Hubspot Sales

DECEMBER 7, 2018

And at the beginning of the sales cycle, when prospects might be initially unfamiliar with your brand or your solution, the way you conduct a demo request can make or break the sale. Our team at AcademyOcean analyzed 1,000 demo requests of SaaS companies to determine what makes a successful demo, and how to optimize your demo strategy to close more customers. What Is a Demo Request? How to Close & Convert Sales Demo Requests. Sales Product Demo

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Sales Benchmark Index

JULY 14, 2012

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Sales Hacker

JULY 6, 2020

The post Sales Reps: How to Deliver Insanely Impactful Disco/Demo Calls appeared first on Sales Hacker. Closing Sales Development Webinars

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How To Closing Sales 82

Sales Hacker

JANUARY 17, 2020

So we are beyond excited to give you a Second Season of Demo-litions, the show where [two sales nerds review real sales demos][ [link] ] and give their best tips and advice. The post Season 2 Of Demo-litions! Okay. I might catch some heat here but bear with me.

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Video Sales Coaching Training 83

Sales Hacker

OCTOBER 1, 2020

The post Avoiding “Death after Demo”: How to Run Top-Notch Disco/Demo Calls appeared first on Sales Hacker. Account Executives Live Events

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Sales How To Account 52

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.

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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. A demo or trial should be used to validate your claims as a solution and as a tool to deliver a compelling story on how your product will impact their sales organization by solving or eradicating a current problem.

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Performance Sales and Training

NOVEMBER 20, 2017

How long before you get to the “big reveal” in a customer demo? If you’re not starting with the end result in those critical first few minutes of your demo, it may be costing you the deal. In other words, you need to Flip your Demo! s recent analysis of 67,000+ SAAS demos, they found that “Following a linear path or going through a series of workflows before getting to the end result is an unsuccessful approach.”. How to Flip your Demo. Flip your demo.

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Report Analysis Customer Competition 55

Performance Sales and Training

JANUARY 6, 2020

As a demo and presentation skills coach, I have seen more than my fair share of software demos – along with their associated screens, tabs, search bars, drop downs, notifications and text fields. Software Demo Best Practice #1: How to Present a New Screen.

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Software Software Funnel Study 68

Hubspot Sales

NOVEMBER 9, 2017

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. The recordings were then transcribed from speech to text and analyzed against their sales outcomes (in the CRM) using our machine learning engine to identify common patterns of successful (and unsuccessful) demos.

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Sandler Training

JUNE 13, 2019

Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial. Read Time: 7 Minutes. Management & Leadership

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Sales Hacker

JULY 3, 2019

Welcome to Season One, Episode One of our new Sales Hacker series, Demo-litions , where real reps giving real sales demos are reviewed by two sales experts. This is just our honest appraisal of a real sales demo from a real rep! In this first pilot episode, we dive into a demo provided to us by Shane Todhunter (shout-out to Shane for being our first guest!). In Episode 1, we look at the first quarter of Shane’s demo: Discovery and Introduction of the product.

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Sales and Marketing Management

AUGUST 28, 2020

Virtual Demos and PoCs. However, a demo or PoC will only be as good as the platform supporting it; if it falls short on performance, you’re out of luck. As IDC’s Brown noted, “Failure at the product demo or PoC stage not only loses deals, but also risks losing customer value for life.”.

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Sales Hacker

AUGUST 14, 2019

Here, Shane closes out his product demo of Klue with Caitlin, his prospect at OpenGov. This is just our honest appraisal of a real sales demo from a real rep! But in his excitement at the end of the call, just when everything’s looking positive, he almost missed something pretty big… His prospect’s boss (who has veto power) has already seen a demo from his competitor, and likes them!

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