7 Sales Demo Tips for Selling Software


So why doesn’t anyone want a demo? “It’s says Director of Sales Michael Veschio. A lot of companies struggle to get prospects to show up to sales demos. It’s time to ditch the product demo. Watch it: How to Crush Your Sales Demo in 3 Easy Steps!

4 Ways Video Helps Maintain Control and Accelerate the Sales Cycle


We’ve been talking a lot about using video during the inbound/outbound sales process. Remember Paul the MQL who requested a demo and went cold as ice? It’s not uncommon that a sales rep thinks they’ve got it in the bag and then suddenly, the entire deal falls apart.

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B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

B2B Lead Generation

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. “It’s No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. CSO Insight’s latest sales performance optimization study reveals that an average of 4.1

Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Your sales team must report to marketing and put these leads back into the hopper for nurturing.

Where You Should Be Using Video in Your Sales Cycle for Highest Impact


Today’s sellers are facing longer, more complex sales cycles than ever before and buyers that are harder than ever to reach. Not to mention that the idea of buyers and sellers undertaking a single, harmonized journey is a distant memory: buyers frequently come armed with their own research and preconceptions, and it’s up to salespeople to keep up as they jump around to different points in the sales cycle. Life is tough for modern salespeople.

Does a Demo Ever Make Sense as a Demand Generation Offer?

The Point

Anecdotally, I’ve been noticing a minor trend in technology marketing circles of late – namely, that a high percentage of demand generation campaigns seem to be presenting a product demo as the primary offer. Worse yet, I fear the condition (let’s call it “demo-itis”) may be contagious.

How to Use B2B Content Marketing for Each Stage of the Sales Cycle

Hinge Marketing

By catering your content to each stage of the sales funnel, you can demonstrate a specific understanding of individual client needs. Let’s take a look at the sales funnel and break down how you can leverage your B2B content marketing for each stage.

Sales Engineers: How To Sleep Through The Demo And Still Win The Deal


All the best sales advice out there, from Entrepreneur to Sales Hacker and HubSpot , tells you to have a plan. In today’s sales ecosystem, teams copy each other extensively. As a sales consultant, help your reps and be bold—think differently—and try sleeping through a demo. Not every customer needs a full-fledged demo. While your customer watches your pre-recorded custom demo, you could be anywhere, like focusing on more important demos.

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5 Exceptionally Important Tips for Sales Engineers Creating Pre-Recorded Demo Videos


They want to avoid the sales pitch, and… you kind of have to sympathize with them. The thought of talking to each one of these sales-hungry companies on the phone is a little daunting – so they’ll avoid it at all cost. Check out these 5 steps to building a great product demo.

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Pipeline Velocity: Why It Matters, How To Measure It and How It Helps


Similarly, key components factor into one phenomenon that can show the health of your overall sales process. Within sales, moving plenty of high-value opportunities successfully through the pipeline is the goal of every sales VP. The average deal size for your sales team.

What You Can do TODAY to Build Sales Pipeline This Quarter


Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. Here are 6 things you can do right now to grow your sales pipeline for success through the rest of the year.

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From Chemo to Demo: How My Stage 4 Cancer Diagnosis Helped Me Become a Better, Stronger Salesperson


What Cancer Taught Me About Excelling in My Sales Career: Give it to them straight. In the medical arena as in the sales world, it’s best to be a straight-shooter. It’s not always about giving the most comfortable, sales-y response. The same goes for sales.

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Stitching Intent Data into Your Sales Strategy


?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. When you’re talking about proactive engagement based on buyer intent, you’re NOT talking about product demos. The product demo. Then there’s the actual demo. where they have a little demo station.

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The Benefits and Challenges of B2B SaaS Marketing

KoMarketing Associates

Plus, it can be easier to scale growth because the checkout process can be done 24/7 without the requirement of employees to prepare contracts or walk customers through the sales process. Here are some other areas where virtual products or SaaS marketing has perks: Online Demos. A personalized demo can be scheduled online automatically with a calendar scheduling app that chooses the salesperson based on availability or turn.

How to Deliver the Perfect Sales Demo


I’ve listened in on a lot of sales demos. It started as a simple sales research project -- what conversation paths were our prospects taking? How could we optimize those paths, and from a marketing perspective, close the loop to deliver more qualified prospects to our sales team?

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5 Ways B2B Can Learn from B2C Marketers

Buzz Marketing for Technology

Posted in Buying Cycle Conversion Conversion Optimization Customer Customer Experience Personalization Strategy. And it’s obvious why: buying cycles are longer, buyer mentalities are different, and products typically require more investigation before a purchase.

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The pitfalls of spreadsheet-based strategic meeting management


The entire sales process entails numerous functions managed on multiple platforms – like recording event registrations, capturing data from badge scans, tracking meeting check-ins, accessing and entering data to and from the CRM, etc.

5 Ways to Recognize B2B Lead Generation Failure ???and Move On


Yes, there are many reasons your marketing and sales activities can fail and they occasionally will. Not only do you have to comprehend it generically, but you also need to map it for every B2B buyer you are targeting and working on to achieve a sale.

Finding Solutions with Marketing Automation

Lead Liaison

Have you got some marketing or sales problems? Problem: Our company just lost our best sales person. For example, discovery meetings, post-demos, new customers, anniversaries, these are all important events in a prospect’s lifecycle that you could systemize for your company. When sales and marketers use these resources, they spend less time doing it manually and communicate your company’s messaging more accurately and consistently.

Is it Time to Change the Universal Definition of a Lead?


So do we need to revisit the universal definition of a lead in the world of sales and marketing? until and unless the component of predictive analytics is built in, allowing your company to understand buyer behaviour and address stages of the buying cycle with this ‘intelligence’.

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6 Distinguishing Traits of the New Age B2B Buyer —And 6 B2B Lead Generation Tips to Engage


B2B Marketing Tip #1: Publish relevant content and make sure it is found by your prospective buyer in a variety of access and touch points throughout the buying cycle. . Averse to a Sales Pitch and Avoids the Salesperson.

What is the Most Valued Content for IT Decision Makers?

The ROI Guy

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged.

Automated Personalization and the “Zero Moment of Truth”


Consumers are looking for visuals today to help them decide, and for B2B marketers this means incorporating product demos and webinars into their strategy.

Zero to Hero: How to Build a Sales Pipeline


That indicator is what we in the industry refer to as the sales pipeline : A visual representation of how many prospects you have and where they are in the sales process. That’s why we put together this list of the basic steps to building the sales pipeline of legends.

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Attribution Modeling: Is Multi-Touch For You? [Flowchart]


First, B2B deals often involve several people that act together as an “account” which means more overall touchpoints and, second, B2B sales cycles often take weeks or months from discovery to closed deal. Marketing & Sales Cycle.

Introducing Boomerang Stages — More Accurately Track Your Complex Customer Journeys


To handle the reality of long, complex, and non-linear sales cycles, Bizible built Boomerang Stages, an advanced tracking and attribution modeling feature.

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Chalk Talks: Using Video to Accelerate and Close More Sales Deals


If you’re like many sales reps, you can’t be in front of your base as often as you would like to be. So how do you cut through the noise and keep prospects and customers engaged at each stage of the sales cycle? When to use video throughout the sales cycle.

5 Most Common Fails in B2B Search Campaigns

The Point

Add in the fact that B2B sales cycles are typically long and complex (meaning that advertisers may not see ROI for weeks or months), and it becomes clear that thriving in today’s SEM landscape requires getting a lot of things right. Most B2B sales cycles are long and complex.

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Adding Video to Your Sales Cadence: What, Why and How?


As buyers become more sophisticated and well-researched, maintaining trust throughout your sales cycle is more important than ever. Leveraging video in your sales cadence is a game-changing way to build trust, establish authenticity, and strengthen relationships with your buyers. Why Add Video To Your Sales Cadence. Types of Video To Use Throughout The Sales Cycle. 3 Tips for using video in your sales cycle.

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B2B Sales: Definition, Process, and Techniques


What is B2B Sales? B2B sales refers to a sales model or a category of selling wherein a business sells its products or services to another business. What is a B2B sales representative? What is the B2B sales process?

11 Tips to Get the Meeting and Not get Stood Up


So, how do you know when it is time to lure them in and set the demo? As a Sales Development Representative (SDR), the scenario above is a core facet of my job and it’s imperative that I find strategies to decrease the absenteeism rate for the meetings I set.

Why Marketers Should Really Care About TOTAL Velocity, Not Just Sales Velocity


It only includes the sales cycle. The idea is that a faster velocity (shorter sales cycle) means there is more momentum, which should translate to a higher win rate. Sales velocity is important, but it’s not the only velocity metric that marketers should be tracking.

A/B Testing: How adding a second CTA increased clickthrough 291%

B2B Lead Generation

The solutions page test will help us to understand the most attractive derivative value for actual sales-ready leads to include in the call-to-action section of the email for optimization at the Summit. This caused a lot of fruitless time for the sales staff.

Bizible Introduces Custom Attribution Modeling With Machine Learning Recommendation


It's important that we create a model that matches a long sales cycle, a large number of touchpoints to close, and multiple contacts within an account.

Content Pros: How SalesLoft Is Leveraging Content to Drive Results


If you have a shorter sales cycle, your ability to extend a certain asset deeper into the funnel is a lot higher than a more complex sales cycle. When they want to learn a feature set, they probably want to see a video, an in depth demo with the sales team.

4 Foolproof Ways to Beat Price Objections


As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Schedule a product demo.

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Swag for Days: 13 Don’t-Miss Dreamforce Events 2018


The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. Have lots of decision-makers involved in sales cycle. Sales and marketing alignment.