🇬🇧 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. 🤘 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/