SaaS Demos That Sell
SaaS Demos That Sell
Learn about the sales funnel, how to create a killer demo, how to prepare for your sales calls, and put yourself in the best position to succeed in SaaS sales.
About the Book
Over the past 7 years I've led more than 2,000 technical sales calls for multiple SaaS companies, and played a critical role in closing sales involving Fortune 10 companies, universities, governmental agencies, and non-profits. This process was at times baffling, always stressful, and difficult to teach on-the-fly. And so I wrote this book in the hopes I can pass along some of the hard-earned lessons to first-time entrepreneurs, new SDRs and solutions engineers, and anybody else having an interest in the SaaS sales process.
Although just 50 pages, this book covers what I believe to be the critical aspects of understanding the sales process, understanding why your product is potentially useful to customers, and how to design, rehearse, and execute a worthwhile technical sales demo. If you follow these guidelines I am confident you're going to save a lot of time and sanity otherwise lost making the same mistakes I did.
About the Author
Table of Contents
- About the Author
- Acknowledgements
- Introduction
- Who This Book Is For
- Chapter 1. SaaS Sales Funnel Fundamentals
- Walking Through the Sales Funnel
- Stage #1. From Visitor to Lead
- Stage #2. From Lead to MQL
- Stage #3. From MQL to SQL
- Stage #4. From SQL to NPC
- Conclusion
- Chapter 2. Understanding the Problem
- The Founder’s Dilemma
- Learn From Customers
- Conclusion
- Chapter 3. Preparing the Demo
- Create Your Stage
- Preparing for the Technical Demo
- Conclusion
- Chapter 4. Running the Demo
- Prior to the Call
- Dealing with No-Shows
- Conclusion
- Chapter 5. Post-demo Activities
- Follow Up with the Lead
- Update the CRM
- Do, Don’t Just Say
- Conclusion
- Chapter 6. Making Technology Work For You
- Online Call Software
- Recording Calls
- Recording Videos
- Drawing Diagrams
- Mirroring iPhone Apps
- Managing Your Leads
- Conclusion
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