Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. The telling demos are more like an introductory training class on the product versus a sales presentation.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

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. It’s a bad day when half of the demos we book are 3+ days out.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Zoominfo

SEPTEMBER 7, 2021

Scenario Finally it’s demo day, but you end up with a patchwork of no-shows. Within minutes of the missed appointment, send a brief, conversational email to delinquent leads to set up a new demo time. Create a plan ahead of time to catch prospects who let a demo slip by.

Follow-up 100

Follow-up Decision Maker Segment Call-back 100

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. See if you can bunk off work early and say you’ve got a sales meeting somewhere”.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

Product Management University

MAY 24, 2023

If you’re a solution consultant (SC), sales engineer (SE), or any other role that does sales demos, there’s nothing more uncomfortable than going into a demo and not knowing what you’re aiming for. Qualifying your account executives prior to the demo is a practice that’s beneficial to everyone, including the buyer.

Sales Qualified Lead 59

Sales Qualified Lead Account Territories eBook 59

Sales and Marketing Management

AUGUST 28, 2020

Author: Annie Reiss, Chief Marketing Officer, CloudShare While businesses determine how to safely return to something resembling a pre-COVID world, software sales teams are still racing to meet their quotas and keep business moving. Virtual Demos and PoCs. Today, the stakes are higher than ever for them to make a good impression. .

Software 177

Software Software Skype Scale 177

MTD Sales Training

SEPTEMBER 19, 2018

Are you using video meetings in your sales process? I absolutely hate it when at the start of a meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. Approach the meeting just as you would in a face to face encounter. Connecting & Technology Issues!

Meeting 215

Meeting Video Face-to-face Skype 215

Gong.io

SEPTEMBER 8, 2021

Unlike bottom performers, superstar reps get bombarded with questions during sales demos. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to follow as you build out your script. The most brought-up topics in the first 10 minutes of winning sales demos help build the context. Higher ACV.

ACT 109

ACT Examples Call-back Lead Rank 109

Product Management University

JANUARY 3, 2023

Sales demos are one of the easiest ways to boost your credibility with prospects and customers. A good sales demo creates that critical moment of differentiation that makes your product the obvious choice in a sea of competitors. What is a B2B Sales Demo Script? How to Create a Sales Demo Script. Create Scenarios.

B2B 52

B2B How To Lead Rank Follow-up 52

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” But these pipeline reviews should be true coaching sessions — not data-scrubbing meetings. If so, you’ve come to the right place. Spend more time on fewer deals.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

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. Open Strong. Share your agenda, 3).

How To 94

How To Software Software Decision Maker 94

Close.io

JANUARY 6, 2020

There’s a point in most sales processes where you’ve connected with your prospect, and you need to give them a demo, a call back, or the big closing call. Keeping track of those meetings can be a pain—did the lead reschedule, who attended, and what happened next? What is Meeting Sync? Why we built Meeting Sync.

Meeting 92

Meeting Closing Google Call-back 92

SBI

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. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. What is Demo Automation?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

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. Request a Demo. Welcome to today’s Whiteboard Wednesday.

Video 154

Video Decision Maker Outbound eBook 154

Gong.io

FEBRUARY 1, 2019

If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. I mean that what feels right during a product demo usually causes failure. 3 Million Product Demos Analyzed. Flip Your Product Demo Upside Down.

ROI 132

ROI Face-to-face Lead Rank Buyer 132

Allego

SEPTEMBER 8, 2021

Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. The nature of virtual selling is that meeting time is shorter, it’s harder to build rapport, and you need to make every minute count. For virtual selling, the anchoring technology is the virtual meeting platform. GoToMeeting.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

SBI

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). Unqualified demos is a huge problem.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Product Management University

OCTOBER 19, 2021

If you want to nail the product demo discovery meeting, it’s all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery. Uncovering that BIG WHY is the lynchpin to delivering a killer demo that energizes buyers. ” Here’s the problem with a lot of demo discovery meetings.

Decision Maker 52

Decision Maker Fashion Proposal Meeting 52

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. Prepare in advance.

Face-to-face 74

Face-to-face How To Software Software 74

Nutshell

AUGUST 4, 2023

Staying ahead of your upcoming meetings and appointments is critical for sales success, and keeping an accurate record of those meetings in your CRM can help you streamline your workflow and get a fuller picture of your relationship with customers. We’ve launched Nusthell Scheduler to help you do just that.

Meeting 62

Meeting Tools Cancellation Microsoft 62

Salesmate

NOVEMBER 24, 2020

Demos are by far the most effective method of showing off a product’s capabilities. Unfortunately, the COVID-19 pandemic has made in-person product demo meetings more challenging. However, video conferencing allows you to perform virtual product demos without ever leaving the comfort of your home office.

Face-to-face 52

Face-to-face Ideal Customer Profile Meeting Software 52

Mindtickle

MAY 1, 2020

And for the foreseeable future, sales calls and product demos will be conducted from home, virtually. It’s a major adjustment and the challenges typically faced during in-person meetings (such as ensuring and maximizing knowledge retention) are made all the more challenging by additional complications that arise from virtual meetings.

Face-to-face 87

Face-to-face Engineering Maximizer Pivotal 87

Gong.io

MAY 20, 2021

When you conduct a demo, you want the same thing to happen. Your goal is for the demo to be short, controlled, and concise. (No Let’s take a look at how this played out in the more than 3 million recorded product demos we analyzed using anonymized data from our Gong platform. When you’re ready to demo, that’s where you begin.

Data 83

Data Infusion Call-back Exact 83

Highspot

SEPTEMBER 26, 2023

Highspot Meeting Intelligence supports meetings recorded in both Zoom and Microsoft Teams. In addition, Highspot is uniquely built to work with a customer’s existing meeting intelligence tools including Gong, with integrations for Clari, Salesloft and Outreach coming soon. “We

Meeting 52

Meeting Coaching Microsoft Scale 52

Sales and Marketing Management

NOVEMBER 8, 2017

They meet regularly and the results have been better than expected. Just as it’s difficult for your sales team to remember meeting takeaways, today’s busy customers struggle to differentiate between vendors and recall your message as well — slowing down the sales cycle and allowing deals to fall through the cracks,” Hansen says.

Webinar Metrics 192

Webinar Metrics Meeting Demographics Exercises 192

Igniting Sales Transformation

DECEMBER 1, 2019

The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset. Throughout my sales career, I’ve attended plenty of these meetings and usually left them feeling ticked off that 3-5 days of my selling time was wasted, and I was away from my family to boot.

Meeting 130

Meeting Decision Maker Revelation ACT 130

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! Use the demo to “Close” not to open.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

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! It wasn’t “we’ll meet again in a few days” or “I’ll call you next week.” Need to catch up? Closing & Next Steps. Negotiation.

Negotiation 48

Negotiation Objections Call-back Closing 48

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. What Is a Demo Request? Demo requests help accelerate lead nurturing and, hopefully, new customer acquisition. Respond quickly to demo requests.

Closing 75

Closing Data How To Follow-up 75

Close

JANUARY 6, 2020

There’s a point in most sales processes where you’ve connected with your prospect, and you need to give them a demo, a call back, or the big closing call. Keeping track of those meetings can be a pain—did the lead reschedule, who attended, and what happened next?

Meeting 52

Meeting Closing Call-back Sales Process 52

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. Here’s the ONLY way to do a demo. This is how a demo should go.

Report 142

Report Buyer Commission Exact 142

PandaDoc

AUGUST 18, 2020

Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . However, if you want to meet your business goals, it’s essential to adjust and adapt to the new reality. Read on, and I’ll show you how to conduct the perfect virtual pitch meeting.

Meeting 98

Meeting B2B Face-to-face Follow-up 98

SalesLoft

JULY 10, 2019

Now that you’ve recovered, let’s talk about demo show rates. More than anything else, the most important part of increasing your demo show rates is vetting prospects to ensure that they are properly qualified. There should be a certain level of buy-in from the prospect before a demo is scheduled. Don’t Delay the Demo.

Sales Qualified Lead 76

Sales Qualified Lead Lead Rank Lead Scoring Account 76

Sales and Marketing Management

NOVEMBER 9, 2020

From prospecting to discovery and demo calls, executives like CEOs and CFOs have become not just a name on an invite, but an active participant with plenty of questions and unique problems to solve. . We’ve found, as a best practice, deals that progress have most often included five engaging questions from a rep to a CXO during the meeting.

Buyer 334

Buyer Strategy Buyer Persona ROI 334

MEDDIC

FEBRUARY 12, 2024

Making the Connection: Metrics Meet Rhetoric Ethos + Metrics = Trust : When you back up your pitch with solid Metrics , you’re not just another salesperson but the expert. During demos, ask them to estimate the gain with your solution. Mixing these elements correctly can make your message hard to resist.

Sales Meeting 52

Sales Meeting Meeting Ideal Customer Profile Case Study 52

PandaDoc

AUGUST 3, 2020

Product demos are essential. Fortunately, the internet has made it easy to do demos without having to meet with leads in person. Since live virtual product demos are one of the best tools for closing deals remotely, you should take the time to get them right. Product demo webinars are not a one-size-fits-all solution.

Webinar Metrics 59

Webinar Metrics Software Software Decision Maker 59