Executive Conversations

Today I’m chatting with Ed Jaffe, a presales expert from Demo Solutions. They provide demo training, demo consulting and demo pitch decks; basically, everything for SaaS companies to get their demos right and stop losing leads.

Forget everything you thought you knew about pitching your software. It’s not about bigging up your product, poking at client pain points or comparing yourself to competitors. So, how do you successfully demo your product? Many SaaS companies face similar challenges when it comes to effectively demoing their products. When you have 45 minutes at best to run a demo, you need to use that time to the fullest, and Ed tells us how to do that. 

In this episode we talk about:

•Demo audits

•What companies are doing wrong in demos

•What your demo should actually look like

Timestamps

0:40 - An intro into Ed Jaffe

2:13 – What is presales?

4:18 – Where people are going wrong in demo

7:10 – Things that drive customers to make a change (invest in new software)

8:17 – Customers already know their own pain points 

9:14 – What should a demo actually look like?

12:00 – Using cultural references to connect with clients

13:45 – Demo audits 

15:45 – How do you salvage a bad demo?

17:37 – The most common challenges SaaS companies experience with demos

19:20 – When you should make your big claims

21:16 – Tips for getting your clients to buy-in to your demo

You can link up with Ed on LinkedIn, or visit his website DemosWinDeals.com.

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