![]() ![]() But prospects are much more likely to stay engaged, keep moving through the funnel, and see the value in your product. The reason, Veschio says, is that so many salespeople, particularly those early in their career, fall into the same trap: the feature dump.Įffective salespeople focus on solution sales instead, which includes a thoughtful demo process that addresses issues specific to the customer.Ī sales demo that’s focused on a few specific solutions may require more discovery time on the front end this is especially true if you sell software with a wide range of features and use cases. Not worth the free lunch, for most people.”Ī lot of companies struggle to get prospects to show up to sales demos. “Sure, you get free lunch-but it’s an hour of your time, and you’re going to be sold to the whole time. “It’s like trying to schedule a meeting for buying a timeshare!” says Director of Sales Michael Veschio. So why doesn’t anyone want a software demo? Your SaaS product is new! Exciting! It will save future customers time and money! ![]()
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