DISQUS

Dave Valentino · 11 months ago

Excellent. Many are guilty of making the demo the center of the sales process, when indeed it is not. Ironically, customers have become trained to expect demos and trial versions. All of which assumes the customer will figure out the benefits and business value on their own. As of today I will do a better job keeping this in mind. Thank you for turning the lights on.

chrisod · 10 months ago

I might also point out that sales management frequently counts demos as a sales metric. People do exactly what they are paid to do. if you are counting demos don't be surprised when the team spends a lot of time on demos.

Mark I LaRosa · 10 months ago

OH so exactly true! When you have sales management that doesn't get the sales process, you can see them using metrics like this to judge activity.

But... its not about activity - its about results.

If I have a salesperson that comes to the office early, does 22 demos a day, meets with 1,000 companies in a year - and hits 10% of quota, he will probably not have a job the next year.
If I have a salesperson who takes an extra 4 weeks of vacation, but has happy customers and hits 200% of quota, he will be retained.

Proper sales management is key.

tyler frieling · 8 months ago

interesting. I am just learning about sales process and strategies and this really magnifies some of my faulty logic. I really need to stop jumping straight into a demo or providing a trial.

Your experience confirms my ideas that our demos occurred too early in the sales process, before the customer really trusted us and before we really knew what the customer needed. To me it is becoming more important to listen, listen, validate and then address the specific stress points and build the relationship before advocating any solution. If only I read this years ago.