Sales and Marketing Management

MAY 16, 2023

Automated demos are key for companies navigating today’s challenging labor market and tighter budgets. The post How Demo Automation Brings Sales Teams Into the 21st Century appeared first on Sales & Marketing Management.

Sales 156

Sales Marketing Company Report 156

Force Management

MAY 23, 2024

The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. The demo is a time to discuss both. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions.

How To 121

How To Conversion Sales Process Sales 121

The Pipeline

JULY 7, 2020

The proper demo, players, next steps, and more, another $10. There is an immediate opportunity to get a reward for the right demo or proposal. Each of those events was clearly defined, no ambiguity as to what each event looked like, and what it did not look like. Hard to confuse, no room for excuses. An approved proposal, $10 more.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

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. . Dive Into the Demo, Not the Deck. Neither demo nor deck is an opportunity to “do what we’ve always done.”

Buyer 334

Buyer Strategy Buyer Persona ROI 334

The Pipeline

OCTOBER 1, 2019

Demo – I’ve written about the fact that demo is a four-letter word , and it continues to be used as such. There is an unhealthy rush to demo that at best causes deals to go longer and longer, or die. The question is simple, do you belong to the camp that sees demos as a selling tool or the camp that sees it as a closing tool?

Objections 291

Objections Sports Up-Sell Buyer 291

Mr. Inside Sales

JANUARY 22, 2021

3: If you like what you see next week in our demo, when would you ideally like to get started with something like this? For Demos: After you have presented the demo, you need to know: #1 “I know I’ve given you a lot of information, what questions do you have for me at this point?”. but the three above are crucial.

Face-to-face 287

Face-to-face Gatekeeper Licensing Decision Maker 287

Understanding the Sales Force

NOVEMBER 26, 2024

It’s where they are encouraged to talk about capabilities, value, solutions, deliverables, make presentations and/or demos, propose, quote, and recommend. If we put it in the context of Baseline Selling, running from 3rd Base to Home is a happy place for most salespeople. But there’s a problem.

Decision Maker 334

Decision Maker Proposal Sales Process Video 334

Understanding the Sales Force

OCTOBER 6, 2024

I’m one of those AI SDRs – how’s that for a demo? This could help Bamboo HR’s pipeline grow like Bamboo. If you’re interested, grab a time here and we can show you. (P.S.

LinkedIn 334

LinkedIn Channels Hiring B2C 334

Understanding the Sales Force

SEPTEMBER 8, 2024

When salespeople present a minimum number of demos it is considered hitting a milestone. When half of salespeople hit quota it equates to strong sales performance across the team. When Sales Managers have any conversations with their salespeople it is considered coaching. The government is doing it too.

Government 348

Government Forecasting Pipeline Report 348

Zoominfo

DECEMBER 15, 2020

Crush Your Software Sales Demo and Convert More. Demos are a great way to bring in more prospects because they get to have a real-time experience with what you’re offering. Demos give you a chance to show off your brand, product, and culture all at once — it’s your chance to really shine! Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Mr. Inside Sales

JULY 20, 2021

Give better demos and presentations. This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Connect with decision makers easier. Qualify prospects better and learn their buying motives. Overcoming objections easier. You do want to do that, don’t you? Click this special link to purchase!

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Zoominfo

SEPTEMBER 1, 2021

Embed scheduling into your contact and demo forms. Integrating your calendar with your contact and demo forms lets your leads move the process forward themselves. In this demo pop-up, once a visitor completes the form fields, they have the ability to choose the time and day of their live demo.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Scoring Lead Rank 236

Understanding the Sales Force

AUGUST 16, 2023

It would be the stone walkway equivalent of a salesperson starting with a presentation or demo. Most salespeople start with a demo, or some kind of monologue about capabilities. Doesn’t the same thing happen when a salesperson begins with a demo?

Sales Process 227

Sales Process Decision Maker Proposal Follow-up 227

The Pipeline

MAY 18, 2021

This a live demo, there will NO REPLAY. And this Thursday is your chance to find out, when Wendy demonstrates the system, specifically for business owners, sales managers and sales leaders that manage salespeople. Grab your seat now , invest 40 minutes in learning how to apply a proven method easy to assimilate and execute.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

No More Cold Calling

JULY 29, 2021

They just gave a demo and the standard pitch. They didn’t plan agendas, do their research, or even check the clients’ LinkedIn profiles to identify shared interests, connections, and similarities. Image attribution: Canva Studio ). Other reasons why salespeople fail to close sales include: The initial prospects were unqualified.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. A lead magnet can be anything from gated content like ebooks, whitepapers, e-newsletters or consultations, to free product trials, free tools, demos, or samples.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

MARCH 8, 2021

Like many B2B SaaS businesses, this company has a product demo as part of its marketing and sales funnel. They also find that their sales team isn’t using their time optimally — giving demos to unqualified leads, and not being quick to follow up with their ideal leads either.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Scoring 246

Zoominfo

JULY 23, 2020

Leveraging our own data, we reroute inbound demos to the AE most suited to help a specific customer based on attributes we have collected. Give them a product demo. A good way to keep a warm lead engaged is by offering them a product demo. Then we take the process a step further.

Sales Qualified Lead 246

Sales Qualified Lead Lead Scoring Lead Rank Leads 246

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script. You see, even if you think you would never use a script, the truth is, you already are! And prospects like that! #2:

Face-to-face 258

Face-to-face Sales Qualified Lead Hiring Gatekeeper 258

Understanding the Sales Force

OCTOBER 9, 2024

Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can!

Hiring 358

Hiring Lead Scoring Lead Rank Compensation 358

No More Cold Calling

AUGUST 2, 2018

How do they manage their time when they must do demos, talk to clients, prospect, and simultaneously juggle many customers, all while dealing with a complex solution? And still they are expected to prospect and bring leads into the pipe. A long sales cycle exacerbates the problem.

Data 297

Data Quota Face-to-face Trends 297

Zoominfo

NOVEMBER 9, 2020

Demos Created: How many connections does it take for one of them to ask for a demo? Demos Scheduled ? Demos Completed: How many demos that were scheduled actually happened, in other words, what were the quality of demos booked? Demos Completed ? Total Connections ?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

SEPTEMBER 3, 2020

Demo – If a prospect is still engaging at this stage, you can consider them a warm lead. Sending over a demonstration of your product or service gives a slightly more aggressive nudge toward the buying stage.And if your lead isn’t impressed with your demo, it’s time to turn to a retargeting strategy.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

No More Cold Calling

APRIL 15, 2021

They don’t want to see your demo. Problem is, buyers don’t actually buy software. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

JULY 30, 2020

As a result, of those 10,000 leads, we are booking 6,500 demos, on average, every single month. As leads convert, we’re appending key information we wouldn’t otherwise ask for on a form, but nonetheless, is essential to boost the sales team’s ability to book demos from marketing qualified leads. We’re serious.

Lead Rank 213

Lead Rank Lead Scoring Marketing Qualified Lead Sales Qualified Lead 213

Zoominfo

DECEMBER 10, 2020

We also try to do things like ‘demo day’ across the sales org, and leverage special team and individual contests to maintain that level of investment. We had a few cases where we’ve had really large demo days or a completed meeting record broken and a person came up to me and like, “Can I go hit the gong?”

Energy 246

Energy Channels Motivation Face-to-face 246

Zoominfo

SEPTEMBER 7, 2021

CXOs, depending on their role, have different objectives when viewing decks and demos, according to Chrous.ai’s research. CFOs are also the most interested in viewing demos during sales meetings, compared to CEOs, CTOs, CIOs and CISOs. Tip #9: Use Presentation Materials and Time with the CXO Wisely. more time.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Zoominfo

JUNE 19, 2024

Key metrics in the analysis included: Call connect rates Demo volume from cold calls Call-to-demo conversion rates The ratio of positive to negative calls based on sales reps’ assessments The findings revealed clear trends on which days work best for cold calling. Tuesday calls also drive the most demos, along with Wednesdays.

Cold Calling 130

Cold Calling Data Call-back Decision Maker 130

Zoominfo

FEBRUARY 10, 2021

He told me the other day that their sales productivity is way up, and they’re doing 10 times more demos. Storytelling like this delivers visual, relatable outcomes for prospects (in the form of increased sales productivity and demos ). Plus, his reps love the all-in-one, mobile-friendly dashboard.”.

Examples 246

Examples Case Study Face-to-face Study 246

Zoominfo

JANUARY 26, 2021

The great thing about enterprise leads is that they can still come from traditional marketing channels such as web forms, trials, demo requests, whitepapers, eBooks, case studies, and any other channels you’re already using for lead generation. Customize Your Demo And Solution. Qualify The Leads You Already Have.

Lead Generation 189

Lead Generation Lead Scoring Lead Rank Enterprise 189