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Three Sales Demo Disasters and How to Avoid Them
Sales Benchmark Index
AUGUST 27, 2017
Article Sales Strategy demo disaster demo planning demo pre demo planning sales demo
Demo Related Topics 
Will “Demo Automation” Work for Your B2B Sales Organization?
Smart Selling Tools
JUNE 21, 2018
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?
What 15K Demos per Year Taught Us About Converting Inbound Sales Leads
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. Response time: Same-day demos.
Sales Tips: Why Do a Demo?
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. Ultimately, demos don’t sell, salespeople do.
Discovery, Demo, or Disconnect?
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.
Flip your Demo – Improve Your Win Rate
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.
87,000 choices at Starbucks…and 1 Demo? 3 Simple Ways to Tailor your 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.
[VIDEO] 3 Steps for an Effective Sales Demo
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.
Why The Perfect Sales Demo Never Includes the Word “If.”
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.
Are Sales Demos Critical for Winning Deals?
Janek Performance Group
JULY 3, 2018
Sales demos are frequently a part of the sales process, particularly for high-end or complex technological services and products. But there’s an argument to be made that sales reps may be relying too much on their product or service demos and jumping into the demo phase prematurely.
Demotainment is Not a Dirty Word! 5 Ways to Make your Demo More Entertaining
Performance Sales and Training
JUNE 27, 2017
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.
The Pipeline ? The Right Way to Use Demos in Technology Sales
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.
Why Sales People’s Product Demo’s Suck and What to Do About it!
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.
How to use UX to design high-converting cold emails, calls, and product demos
Close.io
MAY 21, 2018
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.
Flip Your Sales Demo Upside-Down
Pipeliner
MARCH 21, 2018
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.
Flip Your Sales Demo Upside-Down
Pipeliner
MARCH 21, 2018
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.
To Salespeople, Demos and Presentations are Like Snack Food
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.)
Why Salespeople Won't Abandon the Early Demo and Presentation
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.
Technology Give You the Middle Finger in a Demo? 7 Reactions to Avoid
Hubspot Sales
NOVEMBER 30, 2017
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.
Stop Your AEs from Ruining Your Outbound Demos – An Actionable Guide
Sales Hacker
JULY 26, 2018
In short, they are further down the funnel and further along their buyer’s journey: Most AEs are really good at managing Inbound demos. So rather than inbound-driven questions, when doing Outbound prospecting demos you should ask problem-based questions.
3 Recap Email Templates to Use After Connect, Discovery, and Demo Calls
Hubspot Sales
OCTOBER 18, 2017
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.
What You Can do TODAY to Build Sales Pipeline This Quarter
DiscoverOrg Sales
JULY 3, 2018
When leads come in from a web form, the demo and the deal should be a slam dunk, right? Revive demo no-shows. All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo.
From Demo to Conversation
Sales Overdrive
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.
What’s The Problem With Demos
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.
[Video] How Sales People and Sales Leaders Do A Killer Demo
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!” ” .
[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment
DiscoverOrg Sales
JANUARY 10, 2018
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.
The Rule of 24 with Bob Riefstahl and Dan Conway, 2Win! Global
Igniting Sales Transformation
JULY 18, 2018
If I’m researching a product and informative demo videos are available, I find they help me gain an understanding of the product and its key features” 86% of respondents agreed! Inside Rule of 24, executives at 2Win! and authors Robert D. Riefstahl and Daniel J.
From Demo to Conversation Part Four: The Elevator Pitch
Sales Overdrive
NOVEMBER 7, 2012
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.
How to Turn Sales Pilots into Smokin' Deals
Hubspot Sales
JUNE 7, 2018
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.
From Demo to Conversation Part One – Targeting and Lead Development
Sales Overdrive
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.
The Lie, The Time Waster and the B t (A Lesson for SaaS Sales Teams)
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).
How to Give a Great Online Presentation that Keeps Your Audience Engaged
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.
From Demo to Conversation Part Three: Aligning Your Conversation to the Audience
Sales Overdrive
AUGUST 27, 2012
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
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.
From Demo to Conversation Part Two: Preparing and Engaging in the “Conversation”
Sales Overdrive
JULY 24, 2012
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.
A Right Time to Sell and a Wrong Time to Sell
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.
5 Ways to Ramp New Sales Hires Faster
John Barrows
MAY 6, 2018
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.
How to Sell Smarter than Automated Communication and Artificial Intelligence
John Barrows
JUNE 6, 2018
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.
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