Why does your DEMO not work?

𝐓𝐡𝐞 𝐦𝐚𝐫𝐤𝐞𝐭𝐞𝐫 𝐢𝐧 𝐦𝐞 𝐢𝐭𝐜𝐡𝐞𝐬 𝐭𝐡𝐚𝐭 𝐬𝐚𝐥𝐞𝐬 𝐠𝐞𝐧𝐞 𝐨𝐟𝐭𝐞𝐧. 😎😎

So I picked up my issues with DEMOS. 🔥🔥

Demos across SaaS are majorly broken. Not only because 'not all salespeople can sell alike' but because most sales folks are TOO focussed on the PRODUCT.

I like to invert the demo into WHAT the prospect actually needs, and so I tried to list down some pointers that seem important. Here we go!

Here are 9 SaaS demo tips that may help:

✅ Show the most powerful feature FIRST 🚀

Most SaaS sellers don't do this. They ramp it up slowly. Flip it upside down and show the top feature upfront.

Let your buyer drool (in a good way).

Lead from there.

✅ Solve exactly💪🏻

Easy way to speed customer decision making?

Solve their pain on a 1:1 basis.

No more, no less. Most SDRs over complicate by solving for everything.

"We can also..." often leads to overwhelmed buyers.

✅ Catalyze a decision.🎯

What's the point of a demo

To inform? Educate?

Neither. It's to catalyze a decision....        

What's the 'next' decision your buyer needs to make?

Agree on that before the demo.

Then, demo in the context of helping them make that decision:

"My goal is to get you so EXCITED about what we do that at the end, you're willing to sponsor a meeting with your CMO, or you tell me I missed the mark. Fair?"

Catalyze. Don't inform.

✅ Call out the problem and solution. 🙃

Summarize the buyer's challenge and impact before the demo.

Then validate it.

"Based on what you told me, you're going to LOVE this."

Let your buyer know they're in the right place.

✅ Orient them to the screen.🧐

Most buyers 3 minutes into SaaS demos:

"WTF am I looking at?"

Before you click around, explain what they're seeing.

The confused mind often says 'no.''        

✅ Spend 10s framing the pain a feature solves before showing it.✌🏻

Do a mini version calling the problem and solution for each feature you show.

What's the pain it solves?

Spend 10s summarizing that.

THEN the feature will land with ease:

"Earlier you said xyz is a big pain. Here's how we solve that."

✅ Tell a customer story after every key feature.🚀

Want your buyer to think about your demo for days?

Tell a customer story after each click path.

"Here's how X customer is using that module to solve Y pain"

People remember stories and forget click paths.

✅ Ask a question after every key feature.🔥

Stop and have a conversation.

Here are a few questions to test:

- How does that compare to how you solve this today?

- To what extent do you see that being useful?

- How do you see your team using that?

- To what degree is this resonating so far?

- To what extent do you see that solving x pain?

- What benefits do you see showing up in your world from that?

✅ End your demo with "What excited you most about what you saw today?"🔥🔥

It will mostly show you the path. And you would know where to go next with this prospect.

Transition to discussing next steps.

That’s my experience in a nutshell.

I'd love to hear from you, on your take about DEMOs!

P.S. Tell me if I missed the mark with this ;)

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On the Pod

Demystifying Marketing Ops with Rohit Jain

I were joined by Rohit Jain for this super discussion on Marketing Ops and how it is the backbone of how marketing works, particularly in a B2B setup.

We talk north-star metrics, lead scoring mechanisms, lead hand-offs and make or break actions in a marketing funnel. Tune in for the discussion.

Siddharth, or Sid, has worked for 3 organizations across 6 different states, selling everything from laptops to mobile recharges to SaaS products. He was handling brand and growth marketing for 15 countries at his last organization before he got bitten by the entrepreneurial bug.

He now leads a team more driven than him at Ad Momenta. You can find him talking branding, B2B marketing and growth at @sidgrover25 on Twitter and LinkedIn.

And if you are stuck with some your brand and marketing problems, say Hi @ admomenta.com :)