Overcoming Product Demo Objections

Proficientz – Product Management University

Product demo objections are a staple of the sales process in the B2B software business. Successful demos require that you master the art of making certain product deficiencies seem trivial in the grand scheme of the overall solution. The Playbook: The single biggest factor to overcoming product demo objections is to understand very early in the sales cycle the strategic goals of the executive buyers. Product Management Playbook Positioning & Sales Enablement

Demo 116

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Proficientz – Product Management University

We also examine product usability and its impact on revenue, plus sales demo tips. The post How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos appeared first on Proficientz - Advanced Product Management Training & Certification for B2B. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine October 2017 is now available.

Demo 200

Product Presentations & Demos: How Credibility Boosts Your Win Rate

Proficientz – Product Management University

Product presentations and demos can be the determining factor in winning or losing a sale. Contact Proficientz to learn techniques for product presentations and demos that boost your credibility and your win rate. Stress-Out Your Buyers (a little) For More Effective Product Positioning. Using Product Demo Themes to Improve Your Sales Win Rate. Web Demos: Engaging An Audience You Can’t See. Product Management Playbook Positioning & Sales Enablement

Product Demo Techniques: Telling Versus Selling

Proficientz – Product Management University

When it comes to product demo techniques, there are two styles: telling and selling. The “telling” demo (stop me when you see a feature you like) won’t energize your buyers or set you apart from the competition. The “selling” demo energizes your buyers with a vision because it’s more about their business than it is your products. The “Telling” Demo. It’s more or less a rewind and replay for each demo.

Demo 100

How to Package and Price Embedded Analytics

To get the position right, you’ll need to do some research into the main user classes that make up your customer mix. only see a demo and never actually use your software. In meetings, adjust the position of the dots. are positioned in your Packaging Decision Framework.

Positioning with formulas

Under10 Playbook

In marketing, positioning is the process by which marketers try to create an image or identity in the minds of their target market for its product, brand, or organization.— Finally it hit me: “Are you trying to figure out my positioning?” ” Upgrade positioning.

Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management

Proficientz – Product Management University

We also look at the benefit of using customer value themes to drive your sales demos and how they can improve win rates. Using Product Demo Themes to Improve Your Sales Win Rate. The post Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management appeared first on Product Management University. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning

Web Demos: Engaging An Audience You Can’t See

Proficientz – Product Management University

The #1 challenge with conducting web demos is the ability to read and engage an audience you can’t see. Is the demo going well? The key to reading a prospect you can’t see is to engage them in a discussion during the demo. Ideally, you should have some idea of what your prospects are trying to accomplish and why it’s important prior to each demo so you are prepared with a few discussion points. Blog Positioning & Sales Enablement

Demo 100

Customer Value, Underperforming Products, Product Demo Objections and More

Proficientz – Product Management University

The post Customer Value, Underperforming Products, Product Demo Objections and More appeared first on Proficientz - Product Management Training for B2B. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe B2B Product Manager Magazine May 2017 is now available.

Demo 100

Product Demos: Selling Value in Spite of Product Deficiencies

Proficientz – Product Management University

In a perfect world, you’ll always understand big picture business objectives before a product demo and you’ll invest your time on prospects that give you the best chance making the sale. If you need to make the shift from selling tactical products to strategic business solutions, contact Proficientz to discuss how our Product Demo Training Courses can help you shorten sales cycles, improve win rates and expand the deal size. Blog Positioning & Sales Enablement

Demo 100

Why “Build or Buy?” Is the Wrong Question for Analytics

position of either rejecting your users’ needs or ripping out. Watch a free demo WHY “BUILD OR BUY?” IS THE WRONG QUESTION FOR ANALYTICS Introduction.1 When to Build Your Own Analytics. 2 When to Buy a Bolt-On Solution. 6 When to Take a Combined Approach. 9 About Logi Analytics.

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Proficientz – Product Management University

″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none” last=”no” hover_type=”none” link=”” border_position=”all”][fusion_text]. We also examine product usability and its impact on revenue, plus sales demo tips. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning

Demo 100

3 Practices for Building Strong Presentations

The Product Coalition

A Product Demo Field Guide There’s a few components to a product demo. Though after having delivered a hundred some-odd product demos, these “unexpected issues” have taken a much more predictable air about them for me. 3 Practices for Strong Product Demos 1.

Today’s Product Manager vs. 20 Years Ago | Great Sales Discovery | Avoiding Buyer’s Remorse Acquisitions

Proficientz – Product Management University

This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts. Product Presentations & Demos: How Credibility Boosts Your Win Rate. Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine July 2018 is now available.

Demonstrating Solutions vs. Products

Proficientz – Product Management University

Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived. Base the Demo on Job Tasks Instead of Features or Problems. Product Management Playbook Positioning & Sales Enablement

Demo 100

Demonstrating Solutions vs. Products

Proficientz – Product Management University

Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived. Base the Demo on Job Tasks Instead of Features or Problems. Product Management Playbook Positioning & Sales Enablement

Demo 100

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Proficientz – Product Management University

Product Demos: Selling Value in Spite of Product Deficiencies. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role.

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Proficientz – Product Management University

Product Demos: Selling Value in Spite of Product Deficiencies. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role.

Product Training for Sales – More Buyer, Less Product!

Proficientz – Product Management University

And yet, they’re still challenged to articulate key value points that hook a prospect and position your products in a manner that’s compelling. This concept also holds true for salespeople who do product demos, with the understanding that a further level of product training is required. Chances are your salespeople will hear several of the scenarios you’ve covered during the training and can position your solutions appropriately.

Demo 100

It’s time to get your Ph.D. in Sales Comp

Product Beautiful

We did a “lunch-and-learn” where we fed the team pizza and spaghetti, while one of our product managers did a demo of the product and talked about how it was complimentary to the products they were already selling into their accounts.

Win the “Customer Value” Relay Race and Dominate Your Market

Proficientz – Product Management University

The marketing and sales enablement function has three goals: Create a corporate résumé (positioning) that communicates your strategic value to the market in the customers’ vocabulary. Do it early in the sales process and your presentations and demos will flat out “nail it.”. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Product Development & Delivery Roles & Responsibilities

Persuasion Tips: Have A Goal

The Secret PM Handbook

The goal can be positive or negative, and you can have more than one. This was the demo I mentioned earlier. I had a secondary goal during my demo as well. There were parts of the demo that showed up rough spots in the product.

Demo 212

The Secrets of Highly Successful Products: The Sales Discovery Call

The Secret PM Handbook

This helps us understand the position we have in their brain.). Then the sales person can talk about how we address those challenges, and schedule a demo to show how we address them. Would you like my team to show you how we address resource management in a demo next week?”

Demo 212

More than just conversations: the next frontier of live chat for sales

Inside Intercom

With our Google Calendar Meetings app , your visitors can automatically book a demo with you right inside the Intercom messenger. That’s the case for Salesloft, where Intercom now drives 40% of their sales demos , an 8x improvement over their previous live chat tool. Sales has changed.

Demo 85

Win/loss analysis: the product marketer's most powerful tool

Under10 Playbook

Every deal the company won had one thing in common: the buyer participated in a non-customized demo in the company briefing center. The solution was to standardize the selling process around a standard demo. Have it always ready for a standard demo.”

Demo 130

Meet Your New Partner: The Sales Team – B2B Marketing Rules

280 Group

To gain enthusiasm from sales for these sessions, keep the focus positive. How can we make sure every committee actually gets just most critical comparative information/ demo/ thought leadership/ etc. In B2B, Sales is your #1 customer. No, no, no… Sales is not our customer!

B2B 185

What we shipped: 7 new features to deliver personalized experiences at scale

Inside Intercom

While a personalized approach is key to delivering engaging and positive customer experiences, it can be challenging to maintain the personal touch at scale. “A personalized approach is key to delivering engaging and positive customer experiences.” Get a Demo app updates.

Demo 58

Persuasion Tips For Product Managers

The Secret PM Handbook

After a few well-received presentations to senior executives, a few colleagues at my new company asked me, based on the positive effect I got, “Can you give us some tips on persuasion?”. Even one practice session will have a big positive impact on your persuasiveness.

5 Key Responsibilities of Agile Product Leaders

ProductPlan

At the same time, they maintain their position as a thought leader. You are not a sales demo machine. Instead of being on speed dial for every salesperson with a “hot lead,” invest some time training the sales team on product demos.

Agile 61

Launching A New Product? Don’t Forget The Rest Of The Company.

The Product Coalition

It is worth the extra effort to ensure that you can potentially piggy back on an overarching marketing campaign that marketing has planned… anything that can amplify your overall messaging and positioning. Do you have compelling demos along with demo scripts?

Demo 114

Sales Team Missing Quota? It’s Not Their Fault

The Secret PM Handbook

The sales engineers brought me in to help them articulate the product story better, especially for the demo. The sales process and demo were about us and our product, not about the prospect and their pains. And sales can position competitors out of the deal.

Demo 77

When messaging becomes more than just chat: which apps should I use?

Inside Intercom

For our website visitors, our most important goal was to put product demo resources front and center. Position #2 Content Showcase app, linking to our product tours. Position #3 Mailchimp Capture app to capture blog subscribers.

3 Data-Driven Tactics Meetup is Considering to Optimize Offline Connections

Indicative

Meetup is always seeking to “optimize for maximum positive impact,” Heiferman said. Request a demo of Indicative today! Meetup’s co-founder and CEO Scott Heiferman says he created the company in 2002 to “use the Internet to get people off of the Internet.”

How High-Tech Anthropologists Menlo Innovations Creates Software That Delights Customers

Revulytics

In an internal demo of the software, many pictures of tropical places featured in the UI drew questions from other Menlo employees.

Six Time-Saving Beta Testing Tips for Product Managers

Pragmatic Marketing

They contain a range of useful details, from your product’s target market, positioning, and differentiators, to its main features, functions, and themes. For a closer look into its time-saving features, schedule a demo today.

Product Management Is a Contact Sport – What’s Your Injury Risk?

Proficientz – Product Management University

Future development projects will be disproportionately spent redesigning features from prior releases instead of building new ones, causing serious injury to your competitive position. The Body Part: Product Demos. In many companies, product demos are a second string job for anyone with product expertise. There’s a good reason why athletes in contact sports wear protective pads.

Demo 100

Five Ways to Foster Data Literacy Across the Organization

Indicative

It’s important to build in time for your employees to become literate in these technologies — it will not only make their job easier, but it will put the company in a position to excel. 352 billion dollars: that’s how much businesses worldwide spent on enterprise software in 2017.

Designing an Organization for a Product Approach, Part 2

Johanna Rothman

I was in this position years ago. Instead, the projects used a staged-delivery life cycle , an incremental approach with cross-functional teams and monthly demos. We integrated customer support into our demos, so they understood what their challenges would be when we released.

Demo 84

9 essential sales steps you need to grow your SaaS startup

Inside Intercom

Do you lead with “Get Started,” “Request Demo” or “Sign Up”? Once you have surfaced these answers (to the best of your ability), you are then in a better position to sell on features against these needs. Only now is it time to demo!

Creating Effective Channel Training

Under10 Playbook

Depending on your hiring criteria and the complexity of your product, many sales people simply have no interest in using the product; they know they can rely on others for the technical support necessary for RFPs or client demos. Re-positioning the competition.