Many presales teams and sales orgs struggle with unqualified demo requests. This causes problems like lower demo conversion and wasting valuable presales resources on unqualified opportunities. As a result, deals often stall after the demo.

Entry and exit criteria help control demo quality, focusing resources on promising opportunities based on key information that need to be discovered before the demo.

Exit criteria ensure you cover all important topics and resolve all objections during the demo stage, before moving an opportunity to the next sales stage.

On this episode of Demolicius, You'll learn how to comfortably handle feature requests during your demos. Learn to tell the difference between what clients actually need and what's just a wishlist. We'll discuss how to manage expectations, ask targeted questions, and improve client relationships. Get actionable tips to turn feature requests into your opportunity to shine!

Understanding your customers' buying journey is key to provide your customers with the right information at the right time.

Depending on the stage of your customers' buying journey and their maturity with the topic, they do have different needs for information and objectives to progress to the next stage.

To best serve them and help them navigate that process, utilize the right demo approaches at the right point in time.

Key principle: if your customer is not yet aware of a problem, don't demo a solution. First, you got to sell the problem!

Visual of the buying journey: https://presales.rocks/wp-content/uploads/2024/01/Stages-of-the-Customer-Buying-Journey-for-presales-and-solution-engineers.png

Demolicous - your number one, weekly resource for everything related to demonstrating complex enterprise software to prospects and customers.

Every Monday, you will learn best practices to better connect with your customers, use more effective presentation techniques, and have more meaningful conversations to uncover new insights as you go.

This podcast is relevant for all working in B2B software sales: presales, sales and solution engineers, but also account executives, sales and business development representatives who need to showcase their software as part of their sales journey.

Stay tuned and subscribe to get better at what you're doing, and provide unique customer value.

My mission: empowering you to become the unfair advantage of your sales organisation.