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Are you making common mistakes on your software demos? Are you actually putting prospects off? It's so easy to slip into a well-practiced demo that you're confident with. Like a comfy old pair of shoes. BUT you might be putting off your prospects with it... Like a smelly pair of old shoes. 🔸 Instead - know your "a-ha moments" and get to those as fast as you can. If you've done good discovery then get to the *right* "a-ha" moment fast - and your customers (and sales manager) will thank you. If you're not going to tailor your demo - you may as well send them a video (BTW - we can make really slick demo videos for when you aren't able to do discovery... just sayin') 😉 What's the worst demo habit you've sat through?

Ever feel like your software demos aren’t hitting the mark? The demo is the most important part of your sales process, yet it's often where most drop the ball. Let's fix that. 👇 I’ve been observing a lot of demos for my clients lately. Basically they ask me to review recordings so I can give them feedback. Each time they notice a nice bump in close rates from the fixes I share with them. Because if your demo is off, you’ll lose a lot of deals that you should win. And I’ve noticed 3 things almost all demos are missing. 3 critical pieces that can really impact a prospect and their emotions. For example: Did you know humor can transform a standard demo into a memorable experience? It’s the spark that can set your presentation apart. There’s more things that can get buyers compelled to give you money. Want to know how these few small tweaks can transform your demo process? Check out my latest free training video where I discuss key strategies to boost your close rates (it’s in the discussion below). Transform your demos, transform your results. Make your software the solution they need. 🚀 #DemoDay #SoftwareDemo #mattschats

Check out how to improve your software demos! 🚀 Grain AI automatically outlines, records, and coaches for you. Find everything you need to improve your software demos at Grain.com

I watch and coach on a ton of software demos every year, and 95% of them suck. Here are 3 tips to make your demos amazing: 👇 As you may know, the demo is the single most important part of the entire sales process. It MUST get the prospect in the right emotional state to make a decision, or to get you to the decision maker. So if your SaaS demo is lacking, try these steps: 1) 𝗖𝗿𝗲𝗮𝘁𝗲 𝗮 𝗯𝗮𝘀𝗲 𝗼𝘂𝘁𝗹𝗶𝗻𝗲 The demo needs to be adjusted based on the prospect's needs, but a structured outline will help you get a foundation. 2) 𝗥𝗲𝗰𝗼𝗿𝗱 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳 𝗴𝗼𝗶𝗻𝗴 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝗶𝘁 Practice it over and over again. Then record yourself and watch the playback to see where you can improve. 3) 𝗥𝗼𝗹𝗲 𝗽𝗹𝗮𝘆 𝘄𝗶𝘁𝗵 𝗼𝘁𝗵𝗲𝗿𝘀 Now it's time to present your demo to others on your team, your friends, your mom, anyone. Get the experience of practice interactions to make the real thing much easier. If you follow these three tips, your demos will improve. Which means your revenue will jump up. Want more demo guidance? Send me a message and maybe I can help. #sales #demos #mattschats

Ever wonder why some software demos just don’t seem to connect? I’ve noticed that saying 1 key thing actually leads to an increase in demos closed. What is it? A great demo is crucial in the sales process, but it's often where most stumble. After reviewing numerous demos for clients, I’ve consistently noticed one essential element that’s often missing—a genuine connection with the buyer. It’s not about dazzling them with features but demonstrating a deep understanding of their needs. Zig Ziglar famously said, 'People don't care how much you know, until they know how much you care.' This couldn’t be truer in sales. Showing you care can turn a standard demo into an engaging experience where the buyer sees you are helping them is a skill many are lacking. Curious about the missing piece? In my latest free training video, I outline a straightforward yet powerful way to strengthen this connection in your demos, which could dramatically improve your close rates. Check out the link in the discussion below for the full video. Transform your demos, transform your results.  Let’s make your software the solution they can’t overlook. 🚀 #demoskills #softwaresales #mattschats

Value is king in sales. But it's often misunderstood or poorly communicated. How to master the 2 keys of value articulation. 1. Specific numbers are much more compelling than word phrases. It's not about what your product does; it's about how it transforms the customer's current reality. If your software saves time, quantify how much. More concrete outcomes feel more real. 2. Prospects’ numbers are much more compelling than vendor or industry numbers Find their DELTA; the tangible changes THEY expect your solution will bring. Use their LANGUAGE: Whether it's increased revenue, reduced costs, or improved productivity, find out how much your prospects expect to save or gain. Remember, "perceived value" is your key to success. #salesdemos #discovery #valueselling ----------------------------------------- 👋 I am Natasja, Great Demo! partner 📈 We help you deliver Great Demos ⭐️ 𝗚𝗿𝗲𝗮𝘁 𝗗𝗲𝗺𝗼! & 𝗗𝗼𝗶𝗻𝗴 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 training Want to know more about improving demos? 🔔 Hit the bell on my Profile ✅ Connect with me

Blink increased demos booked by 237% and increased revenue by 126% since bringing on Salesloft. One ingredient of the secret sauce... It's how Karan Mehta and his team use Conversations. It's not just for AEs. It's critical for sales managers too. Here's the two-prong approach: >> It’s great for AE because it records demos, it’s a useful record keeper. For AEs on Karan’s team who are doing a demo, and want to go back through that demo, they automatically get the transcripts provided to them with Conversations. >> It’s great for management. “Every call that we make through the dialer is recorded, which is great for management, for training, and all sorts of other purposes." More on Blink's success here: https://lnkd.in/etzApmBk

Recently I have really loved these Revenue Operations and Sales Enablement Slack groups! Have you joined any of them? If not, you should! Here's my top 5 favorites: (1) RevGenius, (2) Revenue Operations Alliance, (3) The Enablement Squad, (4) Sales Enablement Collective, (5) or the Revenue Enablement Society?  I can't recommend them more! Any others you might suggest?

"No, we don't have that feature." Your guide to navigating this situation. Often this is not a problem as long as you take the right strategy. To decide on the best route, ask first: a. “Do you currently have this capability?” b. “How crucial is it for you?” Based on their responses, select your strategy: Route 1: 🔄 No Feature, No Problem They don't have it, and it is not important. 🎯 Strategy: Admit the absence, offer a valid reason, and shift focus to the core capabilities and associated benefits serving their needs. Route 2: ⛏️ Escaping the Stone Age They currently have it, but it is not important. This typically happens with outdated software that's keeping the customer in their current state. 🎯 Strategy: Admit the absence. Explain why the feature has become obsolete, share case studies or facts, and initiate a conversation about embracing modern solutions that better suit their purposes. Route 3: 🌉 Bridging the Gap They don't have it, and it is important. 🎯 Strategy: You need to provide a solution to overcome the missing capability. Consider creative workarounds, partner products, or even a manual interface to enable their desired functionality. Don't spend too much time on it; park the issue and discuss it post-demo. Carry on. Route 4: ❌ Deal-breaker Dilemma They have it, and it is important. This could be a reason to outqualify the opportunity for them and for you. 🎯 Strategy: Ask for clarification on their use case, park the issue, and discuss post-demo. Be empathetic and assure them that their needs matter. How are you handling these kind of situations? #salesdemos #missingcapabilities #thedemoscene ----------------------------------------- 👋 I am Natasja 📈 Enhancing your sales demos ⭐️ 𝗗𝗲𝗺𝗼 𝘀𝗸𝗶𝗹𝗹𝘀 training, 𝗱𝗲𝗺𝗼 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗼𝗻 consultancy and coaching Want to know more about improving demos? 🔔 Hit the bell on my Profile ✅ Connect with me

The Power of the Pause "Let me pause here." When the presenter stops talking, something happens to the audience. They start thinking They start processing They start asking questions The pause in a demo enables you to turn your monologue into a 2-way bidirectional conversation. A conversation about how your tool can help your customer achieve their goals by answering their questions. This enables you to show them exactly what they need and what they need only. ✅ you offer a solution ✅ you enable them to buy ✅ your software looks easy ✅ you are seen as a trusted advisor 🤫 Pause, wait, don't speak Stop the monologue, and don't pre-answer their questions by showing too much. #salesdemos #pause #demotips ----------------------------------------- 👋 I am Natasja 📈 Enhancing your sales demos ⭐️ 𝗗𝗲𝗺𝗼 𝘀𝗸𝗶𝗹𝗹𝘀 training, 𝗱𝗲𝗺𝗼 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗼𝗻 consultancy and coaching Want to know more about improving demos? 🔔 Hit the bell on my Profile ✅ Connect with me