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

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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 56

Trending Sources

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 55

Three Sales Demo Disasters and How to Avoid Them

Sales Benchmark Index

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.

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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.

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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

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.)

[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.

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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.

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.

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.

Flip your Demo – Improve Your Win Rate

Performance Sales and Training

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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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).

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[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.

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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.

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.

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?

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.

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.

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.

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.

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.

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

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?”.

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.

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.

Slow Down the Customer to Win the Deal

Sales Benchmark Index

You’ve heard it before, “Show me the demo!”. Today’s modern buyer will conduct an extensive amount of research, list their biggest needs, and ask for a demo and a price quote. The client had asked about coming by to conduct a demo- they were already looking at competitors.

Top Sales Leaders Obsess About What Matters Most

Velocify

proficiency giving a demo) in one year, resulting in mini-promotions. Eat That Frog! , a best-selling book from author Brian Tracy teaches us that the most successful people tackle their biggest, hardest challenges first.

Opinion: Why Sales Win Rates Have Reached an All-Time Low

Understanding the Sales Force

Salespeople are in love with the demo - perhaps more than ever - and when you combine that with the following factors. Technology to demo online and on demand. But demos are like the 15 minutes of previews we see at movie theaters.

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[VIDEO] The Cost of Bad Data

DiscoverOrg Sales

Learn How Our Intelligence Can Grow Your Business Request a Demo. Welcome to the first of our DiscoverOrg Whiteboard Wednesday series! Today, let’s talk money. Right – that’s what motivates sales guys? You know what motivates me almost As much as making money?

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Sorry, Practice Doesn’t Make Perfect

Inside Sales Training

Think about it: If your prospect tells you at the end of your demo that they need to talk to their partner or spouse before they can make a decision, the right response isn’t, “Okay, when do you think I can call you back?”

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

Before they make contact with us, they have usually checked out our websites, compared pricing, read a whitepaper or two, listened to a webinar, and/or viewed a demo. They don’t need sales reps to give them demos or canned sales pitches because they can get all that information online.

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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.

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.

Do You Know if Your Sales Organization is Digital or Analog?

Understanding the Sales Force

During our very first conversation with a CEO, our talking path is determined by whether their company is analog or digital.

Building an Effective Lead Management Process for High-Growth Sales

Velocify

The main form of currency between our marketing and sales team is Sales Qualified Opportunities (SQO), which indicates that the demo is successfully completed and converted to an opportunity by sales.

How Referrals Close the Buyer Divide

No More Cold Calling

If I were to judge solely by the cold emails and phone calls I receive from sales reps about why I should watch a demo or spend 30 minutes listening to their pitches, I would feel the same way about our profession. Pushy and arrogant sales reps still give the rest of us a bad name.