Knowing exactly what to pitch when, while also learning a new product and closing fundamentals can be downright overwhelming as a new rep. Using this situational information to confirm your previous conversation will help you avoid spending valuable demo time on surface issues, so you can quickly dive into 2nd order questions and deeper needs assessment. Controller in the finance team)Įven if a lot of this information is already noted inside your CRM, it will help you mentally prepare for the demo if you write it to paper. What role do you hold in the organization? (ie.Do your employees submit their expenses all at once, at the end of the month?.Do you have both corporate card users and users with reimbursable expenses?.What is your current accounting solution?.At Abacus, our superstar SDR’s gather basic situational questions like: This is where you should also review simple qualifying information from the sales development representative (or whoever qualified the prospect for the demo, even if that was you). Remembering name preferences, like “Jimbo, not James, only gets more important as you progress into juggling hundreds of contacts in your pipeline. It can be as simple as clearly stating your client(s) first name to keep you from getting tongue tied. Critical sales information doesn’t have to be complex or verbose to be extremely valuable. ![]() Nir Eyal has a fantastic piece on clearing your computer of focus draining distraction that can easily be repurposed for software sales.īefore the demo, also take time to write down the basics. This means taking steps to declutter your desktop, preload all necessary screens, and close all installation dialogs and real-time notifications.Īnything that could otherwise distract you or your potential client from the product itself is enemy of the state. There is so much that can and will go wrong during a software demo that you should keep the basics in front of you and perform some light technical preparation to set yourself up for success. I’ve put together my recipe for creating a first-rate SaaS demo worksheet that will help you get your sales team ramped up and selling. In retrospect, I attribute my growth to the lessons learned from these demo worksheets. The night before that first GoToMeeting, I was so worried about forgetting to mention a potential feature or step in the sales process that I quickly drafted a “demo worksheet" to use as a cheat-sheet.Īs a result of recording, measuring, and assessing my performance from day 1, I made it to the top 10 in my first month, and never looked back. I’d just been promoted from Sales Development Intern to full-time Account Executive at the newly formed file-sharing division of Citrix Systems and was eager to carve out my place on the live leaderboard of closers. Hosting meetings requires a paid GoToMeeting account.I still vividly remember the very first software-as-a-service (SaaS) demo I performed. The GoToMeeting app is free for Android devices which will allow for attending meetings. Listening in or watching a webinar is one thing, but running a presentation from your phone is risky. Yes you can, but I think you’d be better off running important meeting or webinars with hundreds of attendees from your desktop computer. ![]() ![]() You might be wondering if you can host and run your own webinar with the app. Now you don’t have worry about missing out on the next big live online event when you can’t get home in time. Many webinars are one-time events and sometimes the presenter doesn’t post a replay online, or can’t because the recording has problems. It was nice to be able to attend without having to rearrange my schedule or hope for a posted replay. I’ve listened in on meetings using my phone and a headset while driving home from the office. ![]() With this app you can listen and watch meetings in progress, and participate by asking questions, just like you would if you were at your computer. Have you ever signed up for a webinar and then miss it because you had to be out of the house when the meeting started? With the GoToMeeting app you’ll never miss another webinar or meeting just because you couldn’t be in front of your desktop computer.
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