Amina Bouzidi, PMP®’s Post

I obsessed over our demo when I was VP Sales at Proposify. I spent dozens of hours, for many months, creating it. And dozens more training reps on how to run it. Specific words to use. Specific movements. Screens to show. What not to show. Structured in chapters. With specific questions to ask. The whole thing took about 3 minutes for a rep to get through, start to finish. Yet we showed 90% of what prospects needed to see to get them interested in moving forward in the sales cycle. Your demo isn't the movie. It's a movie trailer designed to get bums in seat. A bad movie trailer? Low box office sales. A great movie trailer? Record breaking. I learned this obsession from David Bloom, founder CEO of LevelJump (acquired by Salesforce). He was probably even more obsessed than me in the early days. Which is why we ended up winning the Mega Demo Jam at Dreamforce in 2018. Your demo is your main selling tool in your sales cycle. You need to nail it. You need to craft it. You can't just show up and throw up. As a founder, you are THE expert in your product. You know every inch, every detail. When it comes to a demo? That's not always a good thing. Because a demo isn't a training session. It isn't a product walkthrough. It's your main way of showcasing your differentiating value, aligned to your customer's problems. That needs to be edited down to key points. Rehearsed. Coordinated. As much as you might want to go deep... Show exactly what needs to be shown - no more, no less. It will closes deals.

I obsessed over our demo when I was VP Sales at Proposify. I spent dozens of hours, for many months, creating it. And dozens more training reps on how to run it. Specific words to use. Specific movements. Screens to show. What not to show. Structured in chapters. With specific questions to ask. The whole thing took about 3 minutes for a rep to get through, start to finish. Yet we showed 90% of what prospects needed to see to get them interested in moving forward in the sales cycle. I learned this obsession from David Bloom, founder CEO of LevelJump (acquired by Salesforce). He was probably even more obsessed than me in the early days. Which is why we ended up winning the Mega Demo Jam at Dreamforce in 2018. This week, I had a prospect tell me we're winning the evaluation for Savio Technology Inc against one of our competitors, who's much bigger and better funded than us. Why? Because the prospect immediately got how the tool will solve their problem -> through the demo. Your demo is your main selling tool in your sales cycle. You need to nail it. You need to craft it. You can't just show up and throw up. As a founder, you are THE expert in your product. You know every inch, every detail. When it comes to a demo? That's not always a good thing. Because a demo isn't a training session. It isn't a product walkthrough. It's your main way of showcasing your differentiating value, aligned to your customer's problems. That needs to be edited down to key points. Rehearsed. Coordinated. As much as you might want to go deep... Show exactly what needs to be shown - no more, no less. It will closes deals. Here's a step by step guide on how to demo well.

⏰ It’s time for a game-changer! Are you wrestling with your commissions in Excel? Frustrated with your current tool’s limitations? Join us for an exclusive live demo where Lucas Abitbol, Sales Engineer at Qobra, will demonstrate how to transform commission management into your ultimate sales performance driver. What You’ll Discover? 🔍 Real-time visibility of commission amounts: Empower your team with instant insights and transparency. 🏆 Instant creation of stimulating sales challenges: Motivate your salesforce with dynamic, engaging challenges that drive results. 🕹️ Flexible commission plans: Tailor commission structures to fit your unique business needs and sales strategies. 🎰 User-friendly experience: Seamless, intuitive interfaces for both administrators and end-users. Why Attend? This live demo isn’t just a presentation—it’s your gateway to revolutionizing your commission management process. Imagine slashing the time spent on administrative tasks and reallocating those hours to driving sales and growth. Qobra’s innovative solutions are designed to streamline operations and amplify productivity. Event Details: 📅 Date: Tuesday, May 28th 🕒 Time: 1:30 PM GMT 🔗 Register Now: https://bit.ly/3WCMIxr Don’t Miss Out!

If you sell a SaaS we know that the sales cycle can be lengthy. The consistent demos, presentations, & follow ups are all needed to close the deal. But, if your reps are lazy and have bad communication you will easily make these cycles last longer than needed. Reps=Revenue

I'm taking a demo today from a new sales tool that caught my eye via an outbound email. Before getting set up with a free trial, I was prompted to schedule a 15 min onboarding call. I immediately clicked out of the screen to sign up 🚫 I wasn't ready for a 15 min time investment just yet and since there was no product content on the website I decided to hold off. Then I received a follow up email last night with a short 2 minute demo recording. It didn't show me a lot, but just enough to understand the basics of the product, the look and feel etc. I booked the 15 min onboarding call immediately after ✅ That 2 minute demo recording saved the day and kept me in their funnel. Remember 👉 15 minutes may not seem like a big investment your asking a buyer to make, but when they have zero context or understanding of your value yet, 15 minutes is still a lot.

Being ghosted on demos you worked so hard to set can be irritating. 👻 These days, sales teams are facing increasingly lofty goals, while managing outbound prospecting and engaging with inbound leads. With everyone’s time at a premium, it can be extremely difficult to even get a meeting on the calendar and to ensure that your prospective buyer actually shows up to the meeting. So, how can you boost the number of meetings your team is booking, as well as increase meeting attendance rates? We have one word for you: automation. 💥 You might be thinking, “𝘚𝘦𝘯𝘥𝘰𝘴𝘰, 𝘺𝘰𝘶’𝘳𝘦 𝘢𝘭𝘭 𝘢𝘣𝘰𝘶𝘵 𝘵𝘩𝘦 𝘱𝘦𝘳𝘴𝘰𝘯𝘢𝘭 𝘵𝘰𝘶𝘤𝘩! 𝘐𝘴𝘯’𝘵 𝘢𝘶𝘵𝘰𝘮𝘢𝘵𝘪𝘰𝘯 𝘵𝘩𝘦 𝘤𝘰𝘮𝘱𝘭𝘦𝘵𝘦 𝘰𝘱𝘱𝘰𝘴𝘪𝘵𝘦 𝘰𝘧 𝘵𝘩𝘢𝘵? ” We’re here to tell you that you can have your automation and build personal relationships, too. By integrating the tools you already have at your fingertips with Sendoso, you can build (and scale!) campaigns that can be utilized by AEs and SDRs alike, allowing your team to more effectively book meetings with their prospects, and cut down on wasted time prepping for demos that ultimately end up being no-shows. We’ve created this playbook to help you maximize our Chili Piper and Calendly integrations. Real Sendoso customers have proven these strategies, so we know they work. Check out the playbook here: bit.ly/3V6yK4v

Is your SKO actually empowering your sales team? Sales kickoffs are more than just an annual tradition. They’re a powerful opportunity to inspire, align, and equip your team for the year to come. Still, many SKOs leave reps underwhelmed. Let's dive into what makes an SKO unforgettable - from breaking down content into digestible chunks to gamifying goals and gathering feedback. If you’re eager to dive deeper, check out our Sales Enablement certification and turn your SKO into an engine for growth. https://lnkd.in/dZxKucPY

Check out what’s happening on Day 2 of Sales Comp Week 2024 💡 Learn the essentials of a smooth comp plan rollout – from creating communication kits to guiding your sales teams to success. Hear it live from our panel of experts who have nailed comp plan execution for diverse teams: Shane Tullis (Showpad), João Samoza (Dell Technologies), and Bhushan Goel (Everstage) ✨ Save your spot now: https://lnkd.in/gsED9JZN #salescompweek #salescompensation #incentives #webinars #everstage

Have you heard about Salesforce’s sign and drive sales event that ends October 31? Just like a car dealership, AEs use this tactic to spark a little FOMO. But unlike a car, there’s no used market for Salesforce products and it’s hard to do a trade-in for a different set of SKUs without spending more. If you’re not 100% on what you’re signing up for, an unbiased second opinion could be the difference between a smooth start or bumps along the way. Don’t get boxed into a lease you’ll be driving for years! Get a second opinion before signing on the dotted line 👉 https://lnkd.in/eyzmQgFk Let’s make sure your investment drives real value, not just someone else’s quarterly sales number.

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