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PreSales Unleashed | Sales Engineering im B2B Software Vertrieb Podcast
Software Demos that actually convert (with Anna Decroix from Demoboost) (136)

Software Demos that actually convert (with Anna Decroix from Demoboost) (136)

PreSales Unleashed | Sales Engineering im B2B Software Vertrieb vor 3 Jahren

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44:58

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. Check
out the SE Rockstars website: https://serockstars.com/ Check out
our Online-Shop: http://www.discodeck.shop/ Get the book (German):
https://amzn.to/3xErqQ9 You would like to get in touch? Jan's
Profile https://www.linkedin.com/in/janerikjank/ Tim's Profile
https://www.linkedin.com/in/tbroemme/