Most SaaS demos slow down… or kill your deal…
Here’s what I (sadly enough) keep seeing:
1 – We take ‘product demonstration’ too literal
….hence we show menus, setup, how you can enter data,…
2 – We believe we must show the product
….even though we have no clue yet what problem it needs to solve…
3 – Presales think their role is to train the prospect
….while the sale has not even happened…
The unwanted effect:
1 – we’ll confuse the customer
2 – we risk showing something irrelevant they’ll use to disqualify us.
3 – we bore the decision-makers and lose attention forever
How to fix it? One simple rule.
No demos until…
….we’ve found at least one highly valuable and critical problem our prospect needs to solve …. where we can exceed expectations.
Question for you:
What demo-sin have you experienced that should be avoided?
Like this message?
Every day I send out a short 2 min reflection on shaping a B2B SaaS business no one can ignore. Join the 1,000+ subscribers that have become fans.
Not sure? Browse the archive