In this episode, we dive deep into how to give product demos that sells. But before we spill the secrets, we need to address some critical questions:
🔵 What transforms a prospect from zero trust to ready to buy?
🔵 How can we harness the full potential of the Sales Engineering function?
🔵 Which use cases hold the greatest relevance?
🔵 Where exactly is your prospect on their buying journey?
🔵 And why do SDRs and AEs sometimes fear giving demos?
Join Anna Decroix from Demoboost engages in a lively discussion with Tim Brömme & Jan-Erik Jank on all things demo, demo automation, and sales process improvement in one of the SErockstar podcasts.
Here's a startling fact: The average pipeline conversion rate for SaaS businesses hovers around 10-15% (and it might be worse due to poor CRM maintenance). That means a staggering 85-90% of the work done by revenue teams could be a colossal waste of time. It's time to end this madness!
This leads us to the concept of QUALIFICATION (our all-time favorite 😉). But here's a thought experiment: Instead of qualification, shouldn't we be talking about DISQUALIFICATION?
A substantial chunk of those 90% of leads are merely CURIOUS prospects who aren't ready to buy. However, they do crave information. No matter how many custom demos we throw at them, they won't convert. The challenge is that we often lack effective filters.
SDRs are driven to book meetings, while AEs are motivated by deal progression. But before we dive into meeting tactics like storytelling, value selling, and audience management, we must clean house of those low-intent leads.
Not by rejecting them outright, but by offering them a forum to explore, ask questions, and educate themselves. Yes, it means parting ways with your beloved "Book a demo" button.
If these ideas have sparked your curiosity, don't miss out on the full discussion in this podcast episode.💡🎙️
