Avoiding the Communication Bias: Listen like Your Deals Depend On It is something we have been thinking about since working with therapist Julia LMFT, who reframed sales in terms of consent, connection, and AVR in the past weeks posts. Julia and Ed discussed how to communicate better with validation and… Read More »Avoiding the Communication Bias: Listen like Your Deals Depend On It
SaaS Sales Discovery and Demoing with Empathy is an expose of sales tactics that masquerade as empathy. Are you hooked on a feeling? Are you overdoing it on what you think are empathy discovery questions? We discuss discovery with empathy in its’ pure form, where you conduct discovery in language… Read More »SaaS Sales Discovery and Demoing with Empathy
Essential Elements to A Demo Leave Behind Deck are quite simply all of the things that you probably want to include in your demo, but, instead, should leave behind for the client to review at a later time: a NASCAR/logo slide (named because NASCAR vehicles are covered in sponsor logos),… Read More »Essential Elements to A Demo Leave Behind Deck
What Makes a Stand Out Demo Video is as much the context of delivery as it is the content and production quality. Below we offer some commonalities of the best demo videos as a way to get started thinking about adding a product demo to your sales process. Quality Production:… Read More »What Makes a Stand Out Demo Video
2021 Top SaaS Sales Goal Setting Strategies from the Demo Solutions sales training best practices are going to be a guide for you to set goals that offer sustainable outcomes. These are strategies that work and the first step to realizing your goals is and analyzing them. Are you or… Read More »2021 Top SaaS Sales Goal Setting Strategies
Self Concordance Motivation Model for SaaS Demo Performance outlines one way that we can think about our motivation for our goals in changing how we demo, run discovery, and our whole process. As leaders in presales or as contributors, understanding how we set goals, responding to goals set in our… Read More »Self Concordance Motivation Model for SaaS Demo Performance
4 Ways to Up Your Demo Storytelling Game takes the new dilemma of leaving a lasting impression with your SaaS demo audience, using an age old practice. Storytelling has existed pretty much as long as humans have. Adam and Eve. Jonah and the Whale. Moses and Pharaoh. That time that… Read More »4 Ways to Up Your Demo Storytelling Game
Aristotle Top Tenets for Saas Demo Training shows what it would look like it Aristotle taught Presales. These three key tenets on speaking hold true across centuries and particularly pertain to presales . I mean, this is the point of philosophy right, it’s timeless application? This morning we got a… Read More »Aristotle Top Tenets for Saas Demo Training
Top 3 Reasons Demos Win Deals in 2021 are what we are seeing and hearing in the first quarter of our year in audits, webinars, on clubhouse, and from colleagues. We obviously think the middle funnel and the demo and presentation of live software is the make or break moment… Read More »Top 3 Reasons Demos Win Deals in 2021
How to Read your Audience using the 7 Facial Expressions How to Read your Audience using the 7 Facial Expressions gives presenters and SaaS demo teams insights into their audience and helps connect them on the most basic and innate levels. There are 43 muscles in the face that, when… Read More »How to Read your Audience using the 7 Facial Expressions