PreSales Unleashed | Sales Engineering im B2B Software Vertrieb 🇬🇧 Software Demos that actually convert (with Anna Decroix from Demoboost) (136)
The million-dollar question: How to build demos that actually convert.
Before even answering that, there are many parameters to consider:
🔵 What moves a prospect from zero trust to ready to buy?
🔵 How can we leverage the SE function the most?
🔵 Which use cases have the highest relevance?
🔵 Where in the buying journey is the prospect?
🔵 Why are SDRs and AE afraid to demo?
Anna Decroix from demoboost, believes that an interactive demo can play a fundamental role in resolving the biggest issues of the sales process.
Here are some facts:
Average pipeline conversion of SaaS business is around 10-15% (which might be worse due to poor CRM maintenance). In other words- 85-90% of the work of big revenue teams is a waste of time. That’s Insane! It’s really time to end this madness.
This leads us to QUALIFICATION. (our all-time favorite 😉)
Thought Experiment:
Instead of Qualification, should not rather talk about Disqualification?
A significant portion of those 90% of leads are ONLY CURIOUS prospects - who don’t want to buy.
BUT they want to be informed. There is no way to convert them - no matter how many custom demos we are going to show them. The challenge is that we simply don’t have filters in place.
SDRs are incentivized to book a meeting. AEs are incentivized by deal progression.
Coming back to the original question: Before we focus our efforts on meeting tactics (storytelling, value selling, audience management), let’s keep the house clean of those low-intend leads.
But not by rejecting them.
Rather, by giving them a forum to explore, ask questions and educate themselves.
And yes, it means you have to let go of your beloved “Book a demo”-Button.
You found this thought-provoking? Tune into the podcast.
👍 We wish you a lot of fun & inspiration while listening to our podcast.
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